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Prospecting is a key element in a successful sales career, and the skills that salespeople require to be successful have changed considerably in the past few years. This course presents a proven approach to the subject and ties it into the consultative selling approach recommended by the CPSA.

Learning Outcomes

In this course, learners will:

• learn the importance of prospecting to acquire new business
• be taken through the prospecting funnel
• find out how to manage contacts and move them up and down the funnel as the relationship between buyer and seller progresses
• learn the basic “do’s and don’ts” of making a prospecting call
• learn to create the proper first impression that will help the salesperson be successful

CPSA would also like to acknowledge that the Skills For Sales Success online learning project is made possible, in part, through funding by Human Resources Development Canada.

1. Introduction
2. Prospecting and the Prospecting Funnel
3. From Marketplace to Suspect
4. From Suspect to Prospect
5. Assessing and Prioritizing Prospects
6. From Prospect to Hot One
7. Competitive Advantage Statements
8. From Hot One to New Customer
9. Managing the Funnel Flow
10. Creating the Right Initial Impression
11. Some Rules for Prospecting Phone Calls
12. Scripting Calls and Common Objections
13. Additional Prospecting Tools

Mr. LaValley is an active speaker, writer and educator in the areas of practice management and selling skills across Canada. He takes a unique approach to both topics and bases his education on understanding how the client perceives the sales process and how that affects how a sales practice is managed. In addition, he speaks and writes regularly on retirement lifestyle issues.

Mr. LaValley has been called “one of the best communicators in the Canadian Financial Services industry” by noted industry commentator Dan Richards, of Marketing Solutions. He has a solid reputation as a common sense, down to earth speaker on the topics he covers.