Course details

Prospecting is the act of seeking out potential clients for sales purposes. This workshop will discuss the elements of prospecting, techniques that can be implemented and key factors that can turn a lead into a prospect, and in turn, generate more sales for a company.


  • The Proactive Selling
  • Target your Market
  • The Prospect Board
  • Setting Goals
  • The Importance of Prospecting
  • Networking
  • Public Speaking
  • Trade Shows
  • Regaining Lost Accounts
  • Warming Up Cold Calls
  • The 80/20 Rule
  • The 3 Rs of Successful Prospecting
  • Feature , Advantage, Benefit
  • Adaptive Selling based on Buyer’s Style

Workshop Benefits:

  • Understand the Importance of Expanding a Client Base through Effective Prospecting
  • Know how to Use a Prospect Board
  • Identify Target Markets and Target Companies with the 80/20 Rule in Mind
  • Develop and Practice Networking Skills at every Opportunity
  • Develop, Refine, and Execute the Art of Making Sales Calls
  • Understand the Importance of Product Knowledge, Recognizing and Establishing Customer Need, and Product or Service Value
  • Apply the Features, Advantage and Benefit (FAB) Technique across a Range of Sales Situations

About Standards HRC

Since its founding in 2008, Standards Consultants has become one of the leading organizations in Human Restheirces and Business Management Consultancy and in Training and Development fields in the MENA region with its Headquarters in Beirut, Lebanon, and offices in Kuwait city.they, at STANDARDS Consultants, believe that work must be done today to achieve a better tomorrow. they look ahead, understand the local and global markets, and study all trends and forces that shape the business world. That’s what their Vision is all about; a long-term destination where they can exceed their customers’ expectations.

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