Telephone Prospecting & Qualifying

Company Information

Company/Provider: Workwise Corporate Training Solutions

Email: Send Enquiry / Make A Booking

Telephone: 27 11 4767550

Suite 5, 178 Smit Str
South Africa

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Course Description

As the cost of field sales calls soars, the telephone is becoming an increasingly important tool that helps sales representatives to meet their revenue objectives.
However, time spent on the phone can be wasted unless salespeople know how to prospect and qualify potential customers.
Telephone Prospecting and Qualifying deals with the following:
• The role and relationship of prospecting to the sales cycle
• Defining the characteristics that qualify suspects as prospects
• Where to look for suspects
• Reasons for using the telephone to prospect and qualify, and guidelines for the effective use of the telephone
Making the Prospecting and Qualifying Call
• The prospecting and qualifying call flow
• Preparation of call openings/business topics that are professional and tailored to the suspect
• Identification of the qualifying information needed from the suspect
• Questioning to qualify
• Analysis of call completion
• Use of attuned listening skills to distinguish mood and setting
Fine Tuning the Skills
• How to use call screeners to your advantage
• Enlisting the aid of your suspect's support staff to gather useful information
• Leaving professional and compelling messages on answering machines or voice mail
• Analysis of the most frequently encountered obstacles and how to overcome them


Learners will be able to:
• Develop and action a prospecting plan for effective territory development
• Conduct effective telephone calls that qualify the prospect and gain agreement to continue the sales cycle
• Handle call screeners and obstacles professionally and effectively
• Use communication skills such as listening, observing, questioning and explaining to enhance their telephone prospecting and selling
• Maximise their productivity and effectiveness


As required by clients for groups of 6 - 15 learners per group


2 days


Certification: Workwise certificate of attendance on completion of the programme
Learners receive:
A workbook with readings, exercises and activities, a 60-page action guide, a role-play booklet and profiling forms


Nationally as required by clients


At client's own training venue for groups of 6 - 15 learners per group

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