Course : Prospecting for new customers
Practical course - 2d
- 14h00 - Ref. ATS
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 | Organizing your prospecting: strategy and objectives |
| Mastering prospecting techniques |
| Adapting tools to your objectives |
| Implement targeted sales initiatives |
| Keeping track of your business |
Intended audience
Any employee in charge of sales prospecting.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Exercises based on participants' own cases, self-diagnosis, interview scenarios, recorded telephone role-playing.
Teaching methods
In addition to this training course, ORSYS provides Atlas members with mobile learning modules. They will be available 7 days before training and for 30 days after training.
Course schedule
1 Preparing and organizing your prospecting
- Take stock of your current portfolio: ABC matrix.
- Identify geographical sectors and types of company to prospect.
- Design effective prospecting scenarios.
- Define and select tools.
Exercise
Diagnosis using the SWOT matrix. Draw up a prospecting plan and plan actions.
2 Develop communications adapted to prospecting
- Master interpersonal communication techniques.
- Practice rapid communication: the elevator pitch.
- Adopt positive communication and appropriate language.
- Pratiquer l'écoute active.
- Identify the prospect's potential motivational levers.
- Adapt your communication to the context: telephone, face-to-face.
Role-playing
Generate interest over the phone and face-to-face.
3 Prospecting via the Internet: social selling
- An overview of digital prospecting tools.
- Understand the impact of social selling, define a strategy.
- Build your professional identity.
- Discover the methods and practices of social auditing.
Exercise
Successful contact. Define your unique customer profile. Build a "buyer persona". Present your objectives.returnchariot
4 Overcoming the obstacle of the dam
- Overcoming the telephone and LinkedIn roadblock: tips and best practices.
- Get recommended on professional social networks.
Role-playing
Overcoming obstacles. Collective debriefing.
5 Using objections
- Understand the performance argument mechanism.
- Prepare responses to objections.
- Use the objection as an opportunity.
- Relax the presentation of the prize.
Role-playing
Handle customer objections while maintaining the relationship.
6 Manage your prospecting schedule
- Organize and "time" your telephone and online prospecting.
- Create a prospecting rhythm using digital tools.
- Master your prospecting action plan.
Exercise
Organize your prospecting agenda according to the mission profile.
Customer reviews
4,5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
JEAN-NOËL P.
18/12/25
5 / 5
The trainer was very pedagogical, the group was very friendly and the discussions were of a high quality, with a critical eye and concrete examples of certain situations. The exercises enabled the theoretical aspects to be put into practice, and the little extra was that we were able to debrief as a group, which made the discussions even more dynamic.
JULIEN D.
18/12/25
5 / 5
Content perfectly adapted to needs and expectations. The trainer was dynamic, engaging and very knowledgeable on the subject. He was able to adapt to each person's job and character with humour and kindness.
SERGE P.
18/12/25
5 / 5
Very rewarding course, dynamic and educational trainer
Publication date : 09/04/2025
PARTICIPANTS
Any employee in charge of sales prospecting.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Any employee in charge of sales prospecting.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
Dates and locations
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Remote class
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Date garantie en présentiel ou à distance
Session garantie
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.