At the end of this one-day workshop, participants will:
- Understand the importance of expanding their client base through effective prospecting.
- Learn how to use a prospecting system to make them more successful.
- Be able to identify target markets and target companies with the 80/20 rule in mind.
- Know how to develop and practice networking skills at every opportunity.
- Know how to develop, refine, and execute the art of cold calling.
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.
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.
During this session, participants will learn all about networking, a key component of prospecting.
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.
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.
In Person Training
The traditional classroom style of training remains our Most Popular and Most Requested format. On-site training provides participants with an in-person facilitator who will work directly with the team, whether for a single training session or a training series. The Mainstream team will craft and tailor your experience to ensure that your training session is specific, relevant and unique to your audience while meeting your learning objectives. Why settle for ‘pre-formatted, pre-scripted, one-size fits all’ training programs, when our team is able to customize a program that is just right for you? We know that every team has unique learning needs, situations and that they come from a variety of industries, each having unique customer needs and demands. Our programs can be scaled to accommodate time restraints, unique learning needs and even industry or company nuances and barriers.
Don’t settle for a program that gives you almost what you need; our team wants to give you Exactly what you need.
Delivering traditional onsite training results …virtually!
We’ve officially changed the rules and redefined what is possible in the world of soft skills learning. Our unique technology, accompanied by honed delivery methodology, have successfully replicated the traditional classroom-style training environment, allowing it to exist online.
Most online training solutions limit participants’ responses to keystrokes or to single person conversations because -with inferior technology- group discussions become distorted and confusing to follow. Our Virtual Room has eliminated those barriers and encourages learning through meaningful instructor feedback, skills modelling and engaging group discussion, without visual or audio distortion
The Virtual Room is for any organization seeking a flexible substitute to traditional onsite training; whether to lower costs, eliminate unnecessary travel or to simply ease the burden of demanding work schedules.
Lunch & Learn
A Lunch and Learn session is an onsite or virtual learning program with a facilitator-led session sharing valuable information and skills on an area of identified learning interest. It’s a great break away from a traditional training program, allowing your team the opportunity to learn while enjoying their lunch. Due to the limited time, the program focuses on specific learning concepts and skills. It is an interactive session that quickly targets and reveals learning objectives that are predetermined by the training organizer. Lunch & Learn sessions are also great as a training series, providing progressive learning programs for developing skills in a ‘bite-sized’ format.