Prospecting: The Keys to Keeping Your Sales Funnel Full


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Prospecting isn't a "nice-to-have" skill for salespeople, it's a "need-to-have". In fact, mastering the ability to generate new business is often what separates top sellers from the rest of the pack.

So why is it that some master the art of prospecting while others struggle to keep their pipeline full? The answer usually boils down to this. Those who make it to the top know know three things: 1) how to engage the prospects they contact, 2) how to win their trust and, 3) how to quickly separate potential buyers from tire kickers.

The kit contains 3 complete training modules

  1. Cold Calling: How to Nail the first 20 seconds and Engage your Prospect
  2. Avoiding the "Yes Trap": Building Trust With Prospects and Customers
  3. The Magic Question to Disqualify Non-Buyers

Each of the 3 topics in this kit includes:

  • The short-form "Quick Take" video learning module
  • Handouts for following along and taking notes
  • Discussion Guide to help direct meaningful follow up conversation and reinforce the message
  • Summary Sheet participants can hang by their desks for quick review
  • Quiz  to reinforces the training and allows you to track how well people internalized the concept

Why "Quick Take" modules?

Short-form: Just six to 10 minutes long. Today's adult learners can't sit for extended periods of time absorbing training material.

Single-Concept: Teaching people just one concept at a time vastly increases the likelihood that learning will be retained and deployed successfully. Each program delivers a single "aha moment".

Research-based: Learners that perceive their training as credible drives a higher level of behavior change.

The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on one, research-based concept, not three, or four or five.

Here’s a summary of what you’ll learn in each of the modules:

Cold Calling: How to Nail the first 20 seconds and Engage your Prospect (9:18)

Cold-call reluctance plagues many salespeople. That’s no surprise, because when you do cold-calling the wrong way you get repeatedly rejected, which takes a huge toll on morale. The good news is that there’s a right way to cold call that dramatically reduces the likelihood that you’ll be rejected, which means you’ll make more calls, keep the sales funnel full, and close more deals. The key: It’s all in the way you handle the first 20 seconds of the call. In just nine minutes, this Quick Take will show you a proven technique that’ll turn your attitude about cold-calling on its head.

Avoiding the "Yes Trap": Building Trust With Prospects and Customers (8:41)

You can offer the highest value, the lowest price, the best service. None of it matters unless you first win your customer’s trust. But trust takes time – time you don’t always have … and that’s what leads many sales people into the “Yes Trap” – and it crushes their credibility. In this Quick Take, you’ll learn what the “Yes Trap” is, why it snares so many salespeople, and a counterintuitive technique to avoid it and instantly build trust and credibility.

The Magic Question to Disqualify Non-Buyers (7:45)

The most successful salespeople are way too busy to waste time with non-buyers. That’s why when cold-calling they carefully think through a script designed to tell them as quickly as possible how likely a prospect is to become a customer. In this program you’ll learn “The Magic Question” that will allow you to quickly place prospects into one of four categories, and help you focus your precious time and energy on those most likely to buy. Your increased efficiency will transform your sales results.