In this first week, we introduce prospecting, how it relates to marketing and selling, and explore the very nature of why we don’t do it. By understanding and placing within the proper context our fears and anxieties, we learn to supplant them with a skillset that becomes second-nature.

By learning the curriculum, completing the field assignments and participating in the classroom session, you will:

Know the definitions of—and differences between—marketing, selling, and prospecting.

Know the pivotal role that prospecting plays in the success and failure of your sales career.

Honestly explore your own fears when it comes to prospecting for new business.

Develop a stronger belief and a passion for what you offer, and understand the impact your products and services have on the lives of your clients.

Understand the powerful, positive role that emotion plays in the sales process.

Learn how to become “likeable.”

View prospecting as a skill that can be made second-nature, like tying your shoelaces or riding a bike.