• Take Your Office Skills to the Next Level,and Gain the vital skills you need to sail right through any presentation .
  • At every IT & Business Consulting group | Career Development Center workshops, expect nothing less than a high-quality learning experience that produces real results and lifetime skills you'll use over and over again.
  • Choose from 90+ workshops and technical training course offerings that are the most diverse you'll find anywhere.
  • Prospecting is one of the keys to your sales success. Keeping your pipeline full ensures that you will continue to attract new business, and so your success today is a result of the prospecting you did six months ago.
  • In this workshop, you will become skilled at prospecting and learn the 80/20 rule. After this course, you will know who to target and how to target them, and commit to do some prospecting every day through warming up cold calls, following up on leads, or networking. You will also build your personal prospecting plan and learn how to ensure your future by planting seeds daily.

What Will Students Learn?

  • The importance of expanding your client base through effective prospecting.
  • How to use a prospecting system to make you more successful.
  • How to identify target markets and target companies with the 80/20 rule in mind.
  • How to develop and practice networking skills at every opportunity.
  • How to develop, refine, and execute the art of cold calling.

What Topics are Covered?

  • Targeting your market
  • The prospect dashboard
  • Setting goals

Why is prospecting important?

  • Networking
  • Public speaking
  • Trade shows
  • Regaining lost accounts
  • Warming up cold calls
  • The 80/20 rule
  • Course Overview
  • You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.
  • Pre-Assignment Review
  • To start the day, participants will review their pre-assignment quiz.
  • Targeting Your Market
  • Next, participants will learn eight ways to target their market. Then, they will fill out a worksheet for their target market.
  • The Prospect Dashboard
  • This session will show participants what a prospect dashboard is and how to use it. Participants will also have an opportunity to create a draft prospect board.
  • Setting Goals
  • During this session, participants will learn how to set goals with SPIRIT to make their dreams a reality.
  • Why is Prospecting Important?
  • Next, participants will look at some myths behind prospecting and what characteristics will ultimately determine their success.
  • Networking
  • During this session, participants will learn all about networking, a key component of prospecting.
  • Public Speaking
  • Good speaking skills can give sales people a real advantage. This session will give participants some ways to build their confidence and send out the right message when speaking in public.
  • Trade Shows
  • Next, participants will explore what to do before, during, and after trade shows to ensure success.
  • Regaining Lost Accounts
  • This session will explore an easy way to increase business: regaining inactive or lost clients.
  • Warming Up Cold Calls
  • During this session, participants will learn how to make the most of another essential prospecting tool: cold calls.
  • The 80/20 Rule
  • Next, participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.
  • It’s Not Just a Numbers Game
  • This session will look at the 3 R’s of successful prospecting.
  • Going Above and Beyond
  • To wrap up, we will give participants 21 ideas for a successful career in sales and ten questions they can ask themselves about each prospect.
  • Workshop Wrap-Up
  • At the end of the day, students will have an opportunity to ask questions and fill out an action plan.

Whether you need a one-day onsite training course, full-service consulting, or if you are not really sure which solution will work, we can help.
ITBCG is a leading and innovative learning provider with over twenty years’ experience of providing best in-class learning solutions. We work in partnership with our customers to deliver flexibility, value and service. We develop innovative programs to ensure that every aspect of the learning development, delivery and administration of courses work to our clients’ benefit.
We provide IT and business skills learning to both the private and public sector companies and organizations. Our core training is focused on Cisco, Microsoft, CompTIA Citrix, EC-Council, Oracle, and ISC2 and best practice. This includes ITIL® Service Management and ISO, and PMI which is tied into business process improvement, project management, and business analysis and leadership development.
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