Focuses on techniques that can be used to identify the people who are most likely to buy from you - giving them a ‘profile' so that efforts can be targeted accordingly.

1. Discover the different steps that are involved in making a sale from beginning to end
2. Demonstrate how different prospecting techniques can be used
3. Show how prospecting effort can be maximized

1. The selling situation
2. Steps in making a sale
3. Methods of sales prospecting
4. The product or service
5. The source of sales prospects
6. Action steps for prospecting
7. Identification of the prospects
8. The pre-approach
9. Product positioning
10. Customer targeting
11. Referrals and value added opportunities