Learning outcomes

• understand the prospecting process and its importance in relation to the sales process
• be able to utilise telephone techniques to secure first appointments
• be able to utilise probing questions to uncover the needs of prospects at the first interview, and
• be able to relate to solutions specifically to the prospects needs to increase sales results


• hunter, gatherer, farmer, miner
• qualities of a prospect
• life’s seasons
• exploring within
• approaching centres of influence
• the telephone – a key to success
• getting the appointment
• overcoming resistance
• first impressions
• beyond the financial needs analysis
• presenting solutions – selling the benefits.

Course dates


  • Thursday 9 March 2017
  • Tuesday 11 April 2017