Speed Selling Series - Module 1 Prospecting

Speed Selling Series - Module 1 Prospecting - 1 Day

Program Objective

The very first step towards successful selling is creating a healthy pipeline of potential customers that will ensure we win in the game of selling and in a sustainable manner. To do this, we need to generate as many leads as possible from different channels. We can certainly count on the traditional, tried and tested ways to generate leads. We also need to explore modern and innovative ways that utilizes technology and social media. From all the leads generated, how do we know which leads are hot and valuable? What do we do with the leads that are cold and leading to nowhere? With the increasing pressure to produce fast results, we need effective ways to generate leads and equally effective ways to qualify the leads so that we can progress to the next phase of selling in the shortest possible time.

This intensive, hands-on, activity-driven program teaches skills that boost sales and profitability through increased understanding and effective implementation of the selling process. It helps sharpen the selling skills of even experienced sales personnel, empowering you to take advantage of every sales opportunity and aggressively expand your business professionally. By providing you with a rigorous training environment, your active participation in our program will enable you to apply and sustain your learning to a point of forming winning habits. You will have the ability to create the greatest positive impact at every given opportunity when generating leads for potential customers.


Speed Selling 1: Prospecting focuses on the following areas:

  • generation
  • Professional networking
  • Qualifying methods
  • Social media
  • Structured selling process


Training Outcome:

After completing the training, you should be able to:

  • Apply innovative methods in prospecting
  • Maximize the value of every lead generated
  • Network professionally
  • Obtain information with minimal effort
  • Qualify your leads effectively


Course Outline

Day 1:

Module 1: Overview

  • Developing a game plan
  • Definition of prospecting in sales
  • What are
  • Where are
  • Contact and conversion rates


Module 2: Prospecting Methods

  • The 10 traditional methods
  • The 7 Contacting Rules
  • Cold selling
  • Cold selling
  • Scripting techniques


Module 3: The Art Of Networking

  • The 10 innovative methods
  • Social networking
  • Conversation starters that engages
  • Professional networking model
  • Discovery checklist


Module 4: Methods Of Qualifying

  • True prospect profile
  • sales qualifying methods
  • Consultative sales qualifying methods
  • The 3 Go/ Filters
  • Suspect to prospect