Sales Skills Applied

Researching Your Prospect (SSA01)

Did you ever have a “thing” about a certain band, actor, or TV personality when you were a kid? If you did, the chances are you read every article about them, saw every movie, listened to every song, or watched every show, so that you knew as much about them as possible.

To the outside world, this might have looked like an obsession! But in sales, researching your prospects is the best way to “get the lowdown” on them before you attempt to engage them. And having that background knowledge could be a dealmaker, because being passionate and knowledgeable invites trust.

By the end of this course, you’ll be able to:

• Research prospects effectively
• Use a variety of sources to build up a “full picture” of prospects
• Engage a prospect by using your research

Why take this course?

Sales is all about building relationships and trust to make deals, so a tool that gives you a head start is worth investing in. Whether you’re new to sales or a seasoned pro, brushing up on your prospecting skills will help you get ahead of the game from the start. This course will show you how to research your prospects effectively. It examines what information is useful and where to find it, so you know how to angle your pitch before you even make contact with them.

10 mins | SCORM | Workbook

  • Researching Your Prospect
Completion rules
  • All units must be completed
  • Leads to a certificate with a duration: 1 year