Advanced Professional Sales Prospecting

Hostile markets are characterized by fewer customers, increased competition and eroding margins. It may be the most challenging of business conditions, but also the time when the greatest gains can be made!

Proven Prospecting Strategies for Hostile Markets
Keeping the pipeline full of new prospective clients in a shrinking market is a function of planning and research combined with personal effort and interaction. Learn key strategies to identify quality prospects, what strategies and techniques to use to maximize the positive impact of the first direct contact, and how to modify their strategies for tight market conditions.

Rapport - the Key to Gaining & Keeping Clients
Making your sales communication fit the rapport expectations of your prospect is essential for gaining and keeping clients under highly-competitive conditions. Understanding how your prospects frame their expectations is key to increased sales and is taught using the Radical Rapport model - an easy to grasp, quick-to-apply technique that empowers participants to deal effectively with all communication issues and personality styles.

Client Retention & Business Building Strategies
If you have good clients, your competition wants them. If your competitors have good customers, you want them. It's the natural force of business, however, under hostile market conditions the win-lose ratio can mean the difference between thriving or closing. Not only do we teach you how to find new clients but how to encourage your competitors' clients to switch.

Build a Dynamic Sales Retention & Expansion Plan
This is a powerful workshop with hundreds of ideas to stimulate your business expansion goals, and each participant is encouraged to formulate a personal plan for dealing with their own market conditions.

Fees: $399.00 (Plus applicable Taxes)

  • Workshop sign in starts at 8:30 AM. The workshop starts at 9:00 AM and runs until 4:30 PM with an hour break for lunch.  Coffee, tea, and pastries are available in the morning however you are on your own for lunch. 
  • Though we try to ensure that parking is reasonable for workshop and conference attendees there are times when you will need to pay for parking.  If you have parking questions please call the hotel where the workshop/conference is being held.
  • Applicable taxes (GST or HST) are not included in course fees.
  • Register 3 or more participants at the same time and receive discounted rates for each registration.  Please note that this discount does not apply to conferences.
  • Substitutions can be made at any time.  Please let us know prior to the workshop.
  • A 10% discount applies for all previous attendees.  Please note that this discount does not apply to conferences.
  • Workshop fees are to be paid in full at least 5 business days prior to the workshop.
  • Workshop fees include a course manual and a certificate of completion.
  • Refunds will be issued for cancellations received 5 business days prior to the workshop date.  Cancellations after cut-off date will receive a credit note for future workshop or conference.


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