Course Description
On average a salesperson must make 25 contacts to find five prospects and eventually close one
sale. Obviously, successful prospecting is vital to sales success. This program delivers turn-key
ideas on streamlining prospecting in order to successfully reach decision-makers.

Course Outline
Part 1: Find Prospects in Published Materials
Cultivate Reference Specialists
Directories as Sources for Leads
Find Prospects Through Mailing Lists
Part 2: Person-to-Person Prospecting
Search Out Your Centers of Influence
Network to Get Referrals
Getting Referrals: Just Ask
Join Industry Trade Associations
Trade Shows Can Pay Big Returns
Part 3: Find Prospects by Speaking and Writing
Speak Out for Leads
The Second Most Powerful Prospecting Tool
Write Your Way to Prospecting Success
Part 4: Getting to Decision Makers
Making Appointments with Decision Makers
Call Often
Part 5: Time and Conflict Management
How to Win at the Numbers Game
The “Eight-Day," Forty-Appointment Week
Tracking Your Efforts
Prospecting Review
Action Planning

Total Workshop Hours
6

Delivery Mode Options
∞ One 6-hour day: E.g., 9 AM – 12 Noon; 1- 4 PM; or,
∞ Two separate days of three-hour blocks each day: E.g., Mon. 9 AM -12; Wed. 9 AM – 12.

Cost
$700 for workshop (not per participant)
$20 per participant for text.
E.g., total costs with 10 participants:

Workshop
$700

Materials
$200

Total Costs
$900 ($90 per participant)