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Sales Development Workshop – Sales Excellence through Prospecting

November 18, 2019 @ 8:00 am

Several studies have proven that the single most challenging aspect of the sales process is Prospecting for New Business. This highly practical and dynamic Workshop is full of new, fresh, high impact techniques that will guarantee successful sales results through elevating confidence and skills levels for salespeople to become Ultra High Performers in their profession through securing an abundance of quality appointments

Target Audience:

  • Sales Consultants (Internal and External)
  • Sales Managers
  • Sales Directors
  • Sales Leaders

Workshop Content and Structure

  • The vital importance of Attitude and the role it plays in Effective Prospecting
  • Taking the fear and uncertainty out of prospecting
  • Developing a positive mindset to prospecting through State Management
  • The importance of developing a healthy Prospecting database
  • Understanding and utilising the latest Prospecting methodologies
    • Cold calling versus warm calling
    • Using LinkedIn opportunities professionally
    • Social media – when and how to use it to prospect
  • Follow up techniques that will elevate appointment closing ratio’s
  • Developing healthy pipelines through innovative and effective Prospecting Strategies
  • The importance of Time Management and the impact on Effective Prospecting
  • Securing appointments through implementing exemplary telephone techniques
  • Elevating appointment closing ratio’s through effective follow-up techniques

Facilitator: Mick McCormick


The Workshop includes refreshments, 2 course Lunch and post-workshop hand-out material
There is a 5% discount on 5 or more Delegates attending.


November 18, 2019
8:00 am - 5:00 pm
Investment per Delegate:


St Peter’s Square
3 Waterford Place, St Peters Square
Sandton, Gauteng 2191 South Africa


Mick McCormick
082 779 0392
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