Training Courses

Sales Training

The Lost Art of Sales Prospecting


Objective: To demonstrate to the participants in a clear manner that you do not have to rely on walk-in traffic and digital advertising to generate more customers.

The course content will help each delegate learn new practical ways to generate appointments with prospective customers from the incoming calls and digital inquiries that they receive and the outgoing calls that they make.

The key areas covered will be:

  • Structuring calls (Incoming and outgoing)
  • Different call approaches (outgoing)
  • Targeting specific customers (outgoing)
  • TNP strategy and background
  • Diary management
  • Telephone techniques – inbound and outbound
  • Setting solid appointments from incoming calls and digital inquiries
  • Email responses and templates to secure more confirmed appointments
  • Influencing skills and transition management
  • Generating referrals
  • Prospecting for engagement using social media.

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