Prospecting 2021

Managers, Team Leaders and Young Professionals

Online Course

We have five Prospecting courses available in this series that focus on psychology of prospecting, prospecting campaigns, telephone/voice mail return, warm call referral prospecting, dealing with indifference. Each course averages 15 minutes to complete with a post assessment included for each course. The Application Activity forms will allow the participant to apply the learnings in their own scenario and environment.

In sales looking for qualified buyers is like panning for gold, looking for “not dirt” and quickly disqualifying non-buyers. As you look for clients think of what needs to change to get the results you want. You will need a "prospecting mindset." We will help you to discover what attitudes need to change in order to improve your prospecting mindset. What behaviours and approached do you need to change. We will show you how to be strategic, anticipate and plan for objections as early as your opening benefit offer. Without a pre-planned response to a prospect’s reaction, your conversation could be over before it’s begun.

On completion of this course/article candidates will be able to:

• How to implement POWER prospecting techniques
• Organize a strategic prospecting plan
• Create ideal customers
• Explain how to turn cold calls into warm calls that generate interest
• Describe how to open sales conversations with an opening benefit offer
• Describe the Four Reaction Modes--ways prospects will respond to your offering

Online assessment on completion

The Marketing Association of South Africa (MASA)

8 CPD Points at MPSA level

Category: Marketing

CPD Approval Number: MA CL 19023