Successful Prospecting in Sales

Having a never ending stream of new prospects and potential clients is the lifeblood of any business.

This textbook will cover how to prospect and development new business opportunities.

Sean McPheat, the Founder and Managing Director of management development specialists, MTD Training is the author of this publication. Sean has been featured on CNN, BBC, ITV, on numerous radio stations and has contributed to many newspapers. He’s been featured in over 250 different publications as a thought leader within the sales and management development industry.

MTD has been working with a wide variety of clients (both large and small) in the UK and internationally for several years.

MTD specialise in providing:

• In-house, tailor made sales and management training courses (1-5 days duration)

• Open courses (Delivered throughout the UK at various locations)

• Sales & leadership development programmes (From 5 days to 2 years)

• Corporate and executive coaching

MTD provide a wide range of sales and management training courses and programmes that enable new and experienced staff to maximise their potential by gaining or refining their skills. Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in sales and senior management roles and bring with them a wealth of practical experience to each course.

At MTD Training we will design and deliver a solution that suits your specific needs addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working. Our programmes are delivered when and where you need them! We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

1. Introduction
   1. What Is Prospecting?
   2. The Four Myths of Sales Prospecting
2. The Role of Prospecting in the Sales Process
   1. Introduction
   2. The Changing Face of Prospecting
3. General Skills that Prospecting Requires
   1. Introduction
   2. Research Skills
   3. Organization Skills
   4. Listening Skills
   5. Effective Communication Skills
   6. Problem Solving Skills
   7. Interpersonal Skills
   8. Self-Motivation Skills
   9. Perseverance
4. Prospecting Tips
   1. Introduction
   2. General Prospecting Tips
5. Effective Introductory Sales Letters
   1. Introduction
   2. The Five Second Rule
   3. The Language You Choose
   4. Getting Past the Gatekeeper
   5. Sales Letter Structure
   6. More Letter Structure Tips
   7. Other Sales Letter Writing Tips
6. Cold Calling Techniques
   1. Introduction
   2. Your Attitude towards Cold Calling
   3. Cold Calling Techniques
7. Prospecting with Existing Customers
   1. Introduction
   2. Being Perceived as an Expert
   3. Keeping the Customer Informed
   4. Selling to Existing Customers
8. Resources