Sales Prospecting Training

Australia Wide Training: Includes Sydney, Brisbane, Adelaide, Perth, Canberra, Melbourne, Geelong, Gold Coast plus more.

Sales professionals are very dynamic people; able to reel in potential customers when they come directly to them and even reach out to these potential clients themselves. The latter can seem very perplexing as you may find it hard to even grab the phone after having your hands shake in mortal fear for 5 minutes, but the ability to do so is especially important if this is part of your job description as a sales professional. Here, we provide training sessions on how to prospect for leads more effectively and give you a much-needed edge over other sales professionals. We also allow you to customise your training sessions to suit your needs. Lastly, we guarantee fun to go along with your training, so contact us if you need more information!

This training course is ideal for sales professionals who wish to increase profits and hone their skills through sales prospecting. Among other things, you will learn how to pace yourself before a call, how to create effecting prospecting boards, identify target markets and more!

Sales Prospecting Outcomes

Understand the Importance of Expanding a Client base Through Effective Prospecting

Your business may rely on the ability to grow its customer base. Prospecting is an important part of that process. Our trainer will develop the session and discuss in more detail just how important and rewarding prospecting can be.

Know How to Use a Prospect Board to Make you More Successful

We will provide participants with a formal structure for documenting their prospecting efforts. With a prospecting board, sales people can stay on track and make sure that ever lead is followed up in a professional manner.

Be able to Identify Target Markets and Target Companies with the 80/20 Rule in Mind

A great prospector will also know where to look. If it’s either gold prospecting or client prospecting there is no difference when it comes to the ability to research and find the right areas for prospecting. We teach participants how to use a selection of tools to help identify their target markets or companies.

Develop and Practice Networking Skills at Every Opportunity

Networking skills can be a fantastic skill for a sales person to have. There is a difference between spamming your friends on Linkedin or Facebook and staying in touch with key potential clients. Learn how to network effectively and professionally.

Develop, Refine, and Execute the Art of Cold Calling

Cold calling can also be an avenue for finding prospects. As this is a difficult area for some, we show participants how to help with the nerves, become assertive on the telephone and increase their results with a little preparation beforehand.

Prospecting is the Key to your Sales Success

Your sales will grow with the right skills. This session is to develop individual skills in any area that may need attention. Our trainers priority here is to get everyone up to speed and help the team to be able to prospect more effectively.

Plus Many More Sales Modules

There are many more sales modules that we could include. If this is a team training event for your business please contact us to learn more about our custom training options for your business. It’s FREE.

Tailored Prospecting Options

We have other training modules for more specialised areas. Do you require more tips on how to counter objections in sales? You can try our Sales Objection training along with this training course for maximum impact. There are a lot of ways you can improve your skills through our tailored training courses.

Sales Prospecting Training Outline

At the conclusion of the course, participants will:

  • Understand the importance of expanding Their customer base through effective prospecting.
  • Learn how to use a prospecting system To make them successful.
  • Be able to identify target markets and Target businesses with the 80/20 rule in mind.
  • Understand how to develop and exercise Media skills at every opportunity.
  • Understand how to develop, refine, and execute the art of cold calling.

Course Overview

In the session we start by discussing what’s going to occur during the workshop. Students will also have a chance to identify their personal learning goals.

Targeting Your Market

Participants will learn eight ways to target their market. Then, they will complete a worksheet for their target market.

The Prospect Dashboard

This Session will show participants what a potential dash is and how to use it. Participants will also have a chance to make a draft prospect board.

Setting Goals

During this session, participants will learn how to set goals with SPIRIT to make their ideas a reality.

Why is Prospecting Important?

Next, Participants will examine some myths behind prospecting and what traits will ultimately determine their success.


During this session, participants will learn about networking, a vital part of prospecting.

Public Speaking

Good speaking skills may give sales people a real benefit. This session will give participants some methods to construct their confidence and send out the correct message when talking in public.

Trade Shows

Next, Participants will research what to do before, during, and following trade shows to guarantee success.

Regaining Lost Accounts

This session will explore a simple way to improve business: regaining lost or inactive customers.

Warming Up Cold Calls

During this session, participants will discover how to get the most out of another crucial prospecting instrument: cold calls.

The 80/20 Rule

Next, Participants will learn how Pareto’s 80/20 rule applies to sales and prospecting.

It’s Not Just a Numbers Game

This session will examine the three R’s of successful prospecting.

Going Above and Beyond

To wrap up, we’ll give participants 21 ideas for a successful career in sales and ten questions they could ask themselves about every prospect.

Course Wrap-Up

At the end of the day, students will have a chance to ask questions and fill out an action plan.

Additional Modules and Sample Sections

Understand the Importance of Expanding a Client base Through Effective Prospecting

Sales professionals know that in order for a business to grow, they cannot rely on customers simply coming to them. Indeed, even successful businesses need to work hard and risk just as much as the employees themselves to get to where they want to be. Prospecting is an expression of such hard work and risk. After all, it can mean getting another customer or having one less customer in the future. Thus, it is a very important skill for sales professionals. If you need more information on how important and rewarding prospecting can be, book in now!

Know How to Use a Prospect Board to Make you More Successful

In a sales prospecting process, actually reaching out means half the work. One also needs to effectively take down notes on their leads so they can follow-up. After all, while YES clients are often really endearing and memorable, there’s only so much our brains can do to memorise so many of their contact information in one day. There’s also the problem of following-up: establishing initial rapport is one thing, but how does a salesperson keep the relationship consistent? Even more, how do you turn a one-time buyer into a permanent one? We have lots of tips and tricks on how to make effective prospecting boards and follow-up on your leads.

Be able to Identify Target Markets and Target Companies with the 80/20 Rule in Mind

As a risk-taking move that businesses often undertake, sales prospecting has to be a very calculated effort. After all, if somebody sells you an adhesive tape and you happen to be a chef, you might not find a lot of uses for it in your craft and they will have wasted your time. In which case, that means the business has lost one potential customer in an 8-hour working day. Furthermore, they’ll want to ask which areas in a city or even country require your product or may at least find it interesting. Who should you reach out to? Where would be the best places to reach out? Here, we teach sales professionals how to research target markets and companies more effectively with various tools.

Develop and Practice Networking Skills at Every Opportunity

Developing a network is extremely important for any sales professional. The more links you have, the more able you are to trace potential clients who may want your specific product, and the more you’ll be able to help your company. Having a solid network also means you’re very desirable and a pleasant person to work with. Before you start browsing Facebook or signing in on LinkedIn though, you’ll definitely want to give our training course a go. We have lots of tips and tricks to help you develop your networking skills and turn your connection count to over 9,000. Don’t break your laptop when it happens, though.

Develop, Refine, and Execute the Art of Cold Calling

Cold calling is one of the coldest terms out there. No, seriously, we mean you can literally (metaphorically) get cold feet and recoil at the idea of using a phone to reach out to a potential customer. We totally understand that nerves can be a problem and that it’s hard to be assertive when reaching out to a customer, but we’re also here to help you out. We’ll show you several ways on how to prepare yourself before making the call. Soon enough, you’ll be sure to get happy feet (and yes, we find the reference appropriate).

Prospecting is the Key to your Sales Success

Prospecting is something that requires skill and effort to master. Simply put, there are so many areas of improvement a sales professional needs to take note of. In fact, one can make a checklist of how many things one requires to learn in order to become an effective sales prospector. We have created such a checklist ourselves. Here, you’ll find out which particular skills you need to hone further and basically how to turn words into actual leads and more profits. Our trainer will certainly show you every step of the way, so book in now!

Plus Many More Sales Modules

Being a sales professional means being able to master the various dimensions of the business world, from how actions influence and express one’s psychology, how efficient you are at managing your line of work, what words to say, and so, so much more. As such, we have designed our training courses to allow for customisation, so you can optimise your existing skills and explore new ones which you and your team might need in the future.

Customised Training Session For Teams (Included No Charge)

With any of the existing training courses our library has accumulated, there is bound to be at least one detail that one of our clients will want to change. Fortunately, our team provide course customisation and revision services, giving a way for our clients to ask for definite changes to the course content. Revisions can be made to any section of the course’s content that you want, so the course feels and looks the part before even entering into the training room. Its free also for all team training bookings.

In-House Customised training benefits:

  • Flexible length – You choose the length of the session
  • Highly Effective Team/Industry Specific
  • Certificate of Completion (Professional Grade)
  • Create a Team Building environment
  • Cost effective – Group rate discount
  • Printed courseware (No need to download or use an App to read)

Creating Content (Contact us for Quotation)

Developing innovative and impacting training courses for aspiring Australian companies and employees is what Paramount set out to achieve. What can Paramount do for you? We can develop course content just for you, based on a topic or objectives. With a little input from our clients, Paramount’s content development team can create some of the best material to fit your employees, industry and needs. No more generic content. Have a workbook or course written for you. Contact us for pricing on our courseware creation service.

Instructor Led Online

Download Certificate of Completion $495 inc GST
Printed and Posted Certificate of Completion $515 inc GST

Paramount Training and Development’s online trainers are available to help you with the content on demand. Set your own date and time and we will schedule this course for you with one of our professional trainers. We supply the full workbook and provide one on one coaching help throughout this course. Contact our team or book below to develop you skills and learn new ones!

Online Self Paced

Download Certificate of Completion $69 Inc GST
Printed and Posted Certificate of Completion $89 Inc GST

Paramount Training and Development’s materials are accessible anywhere in the world at any time with a simple login. Watch pre-recorded lectures and access study material online. Our content at your own pace. Brilliant for busy adults, or challenged but determined learners that need to pace themselves and their learning needs. Certification of completion option also available.

Get Information or Quotation For Your Team

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