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Prospecting skills are a "must" for salespeople.  This course is designed to help salespeople of all types get comfortable and consistent with the prospecting activity. It includes the four steps to Overcoming Sales Call Reluctance and provides practical solutions to the fear of prospecting.

 

Seventy percent (70%) of the sale is engagement and uncovering needs.  Hesitation to make contact with prospective buyers causes more failures for salespeople than any other single factor.  Why? Because if you don’t approach enough people, it makes little sense how thorough your expertise is.  Without a steady flow of prospects, your magnetic personality, credentials, product knowledge and perfect presentations won’t make much impact. Inactivity on the prospecting front nullifies your ability to engage these other strengths. 

Learning Objectives

  • Explore the seven principles of fearless prospecting
  • Discover how emotional intelligence plays a part in successful prospecting
  • Identify your thought patterns that put the brake on prospecting
  • Identify what is missing in your prospecting equation
Last updated/reviewed: August 9, 2018

Prerequisites

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  3:39Introduction to Fearless Prospecting is Learned Behavior
  3:32Seven Steps to Fearless Prospecting
  4:58Emotional Intelligence
  11:28Four Blocks to Profitable Prospecting
  10:09Neurochemistry of Conversations
  6:27How to Secrete More Oxytocin
  9:45Managing Profitable Prospecting and Conclusion
CONTINUOUS PLAY
  49:57Fearless Prospecting is Learned Behavior
SUPPORTING MATERIALS
  PDFSlides: Fearless Prospecting is Learned Behavior
  PDFWorkbook: Fearless Prospecting is Learned Behavior
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM