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.