Course : Prospecting and Winning New Clients
Practical course - 2d
- 14h00 - Ref. PGN
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 | Become proficient in helpful methods for preparing and organizing your pitch |
| Captivate your prospect with fast communication techniques |
| Prepare your scenario and optimize each contact |
| Manage your prospecting actions over time and measure them |
Practical details
Hands-on work
Exercises that rely on trainees’ cases, self-diagnostics, interview situations, and recorded telephone role-playing.
Teaching methods
Active and participatory instructional methods. Alternating theory/practice as applied to the context and experiences of the participants.
Course schedule
1 Getting prepared and organized
- Taking stock of your current portfolio.
- Identifying geographic sectors to prospect in.
- Listing types of companies to contact.
- Inventorying tools.
- Creating a file of prospects.
Exercise
Diagnosis using the SWOT matrix. ABC reading of the customer portfolio. Building the customer appointment puzzle. Crafting your prospecting plan and scheduling actions.
2 Learning how to make a message interesting
- Mastering interpersonal communication techniques.
- Practicing fast communication: The Elevator Pitch.
- Knowing how to introduce yourself.
- Observing the other person and practicing active listening.
Role-playing
“Elevator Pitch” : Preparing a condensed argument to introduce yourself in two minutes.
3 Crafting your arguments and tools
- Planning prospecting scenarios.
- Defining and choosing tools.
- Designing documents and materials.
- Making the actions and tools consistent.
Exercise
Overview of participants’ strategies.
4 Prospecting over the phone
- Creating call scenarios.
- Preparing arguments based on prospect profiles.
- Triggering an appointment.
- Organizing and “timing” the pitch.
- Tracking your table of indicators and analyzing its results.
- Making each interview a chance to practice.
- Developing your resistance to failure.
Role-playing
Practicing telephone prospecting situations.
5 Conducting face-to-face interviews
- Creating the interview scenario.
- Going through the phases of the interview.
- Succeeding in the discovery and pitch phase.
- Promoting your achievements and experience.
- Anticipating an improvised face-to-face.
Role-playing
Face-to-face interview scenarios.
6 Making a pitch and handling objections.
- Understanding how effective arguments work.
- Preparing responses to objections.
- Using objections to enhance your arguments.
- Plan ways to overcome objections.
- Make the price reveal less dramatic.
Role-playing
Managing customers’ objections while maintaining the relationship.
7 Managing your agenda
- Learning to create a prospecting pace.
- Managing your prospecting calendar.
- Plan follow-ups with prospects.
Exercise
Organize your prospecting calendar compared to the mission’s profile.
Customer reviews
4,7 / 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.
LUCILE B.
25/06/26
5 / 5
Lots of practical exercises that help us improve as the course progresses
MARJORIE E.
25/06/26
5 / 5
Very good – a good balance between theory and practice. Lots of exercises provided. Lots of examples of opening lines and how to keep the conversation going – it really gives you ideas.
HUGO F.
25/06/26
5 / 5
A very good training course with a trainer who lives up to the course title and description. A slide presentation using Orsys, which is a bit old-fashioned but effective, and which allows us to focus on group interactions.
Publication date : 08/27/2024
PARTICIPANTS
PREREQUISITES
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.
PREREQUISITES
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.
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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.