The Prospector’s Handbook – The Art of the Cold Call

• One-day program
• What makes a successful salesperson
• Building new business
• Helping people buy
• Measuring the success of a sales call
• How to find, research and approach new customers
• Knowledge of simple proven techniques that will attract interest from prospects
• Understand the proper components of a successful cold call
• Making the telephone call
• Preparing for the initial meeting
• The four steps of diagnosis
• Reaching agreement and asking for commitment
• Build an effective prospecting strategy that works
• Build a proven customer-focused call approach that will secure that “hard to get” appointment
• Learn both the physical and mental aspects of prospecting, from the door handle to the winning contract
• Practical practice role play – complete with cold call, phone call and initial meeting

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