Prospecting techniques

TAILOR-MADE TRAINING (IN-COMPANY)

Prospecting is the lifeblood of any commercial organization. Yet many employees face barriers when it comes to finding new customers: cold calling, uncertainty about the right approach, or simply not knowing where to start.

In this hands-on training, participants learn how to establish new contacts in a structured, confident, and goal-oriented way. No empty scripts or pushy sales tricks, but realistic techniques and communication skills that make prospecting truly workable.

We start from their own style, market, and target audience. The result? More confidence, more appointments, and a stronger, more sustainable sales pipeline.

THE ESSENTIAL OBJECTIVES

  1. Prospect in a confident, goal-oriented, and customer-focused way
  2. Develop the right mindset for successful commercial outreach
  3. Approach cold and warm prospects effectively
  4. Learn techniques to quickly build trust and initiate conversations
  5. Move from first contact to securing a concrete appointment

PROGRAM

  1. The Basics: Why Prospecting Often Stalls

    • Common employee barriers: fear, doubt, or lack of clarity

    • The mindset of a strong prospector

    • The psychology behind first contacts

  2. Preparation: Knowledge Is Power

    • Who to contact? Target audience segmentation

    • What’s relevant for this prospect? Gathering information

    • Preparing the first impression: tone, opening line, approach

  3. Telephone Prospecting

    • The structure of a successful sales call

    • How to deal with gatekeepers

    • Listening, summarizing, persuading

    • Practical exercises and role plays

  4. Prospecting via Email and LinkedIn

    • Crafting good prospecting emails: short, convincing, and human

    • Subject lines and titles that actually get opened

    • LinkedIn messages that don’t sound “salesy”

    • Calls-to-action that work

  5. Dealing with Resistance and Rejection

    • Recognizing and handling common objections

    • Reframing and using empathy

    • Turning “no” into “maybe”

  6. From Contact to Appointment

    • Recognizing the right timing

    • Closing techniques to secure meetings

    • Follow-up strategies after the first conversation

  7. Individual Action Plan & Summary

TRAINING METHOD

Discover
This approach is crucial as it allows us to respond quickly and effectively. We focus on a fast yet efficient preparation that ensures the training fully aligns with your current needs and expectations, while equipping you for tomorrow’s challenges.

In addition, before each individual session, we can conduct an online survey of participants to address individual needs. This frees up valuable training time for hands-on exercises rather than filling in assessments.

Deliver
What sets us apart?

During the training, participants are placed in situations that mirror their real-life context. This makes it easier to apply techniques directly and increases both motivation and engagement.

  • Our trainers also work as (interim) managers and/or business leaders, ensuring each course is a strong mix of action, experience, and practical, applicable methods.
  • Four main objectives/competencies per course: less is more
  • 80% tailored exercises and role plays – 20% theory
  • Syllabus and memory cards for post-training support
  • Active pedagogy: focus on group dynamics and interaction
  • Constant feedback from both trainer and peers
  • Checklists and competency tests conducted mainly online before the training, to maximize time for exercises, feedback, and interaction
  • After each knowledge transfer, participants make and present result-oriented decisions to the group, using a handy mnemonic action card

Decondition
How do we ensure your employees don’t fall back into old habits after training?

Unlearning old habits and reinforcing new ones is a skill every trainer should provide. People are creatures of habit, and we believe in Pavlov’s principle of conditioning.

Our trainer will define the essential tools to ensure long-term results, for example:

  • Managers and HR receive follow-up documents and action plans from participants
  • VAH Consulting develops training videos and/or multimedia tools to reinforce new behaviours
  • Three months after the training, VAH Consulting conducts an online evaluation to measure behavioural change — a practical tool for follow-up and evaluation by managers and HR
  • Coaching/info session for managers or HR on the approach and expected results of the training

More info

If you would like more information about the content, you can always request an appointment without any obligation.

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