Prospecting Skills: Digging for Gold


ALLIANCE PARTNER: Hospitality Softnet

It is important for hotels to have the ability to replace one time and lost pieces of business. This is done via prospecting and direct sales. Therefore, it is essential for sales people to have great prospecting skills.


Prospecting is an important aspect of a successful salesperson’s job. This very comprehensive course is covered in detail through 7 separate lessons all the aspects of setting the stage for a successful prospecting effort and how to prepare for an outbound prospecting effort that will obtain results. It also addresses how to implement the strategies, establish goals, and track results.

Topics covered in Prospecting Skills: Digging for Gold include the following:

  • The Sales Cycle and Sales Funnel and critical components of these two areas and how they impact a prospecting effort
  • Who are Influencers and Helpers and their role in the prospecting effort
  • Tips on laying the groundwork for a successful prospecting effort
  • Researching and being highly prepared before placing a prospecting call
  • The Selling Window: what it is and how to use it
  • Call reluctance: what it is and how to avoid it
  • The importance of the selling environment to establish the foundation for successful prospecting
  • Dealing with the Gatekeeper: who they are and how to deal with them
  • Dealing with Voicemails: how to be prepared, how to create an effective message, and how to get around voicemail
  • Developing and using Power Statements
  • Using a Hook and developing a Script Guideline for a successful prospecting call
  • The important Opening Statement both for the Gatekeeper and the actual prospect to set the stage for success
  • Effective qualifying skills on a prospecting call: how to prepare and how to ask the questions
  • The Presenting Step of a prospecting call: how to be highly prepared to capture the prospect’s attention
  • The important issue of working within the brief amount of time typically given from the customer on a prospecting call
  • Setting goals and objectives for the prospecting call and clearly establishing the next step
  • The importance of goal setting: what types of goals to set and how to track them
  • How to recognize being in a slump and what to do if it happens
  • When to use outside calls when prospecting; and when not to use them
  • Ideas on how to gain the prospect’s attention and how to “work” identified prospects to win the sale
  • Listing of resources to use when prospecting

Belhaven University PLA Credits Assessed: 4*

*Must complete all 12 modules by Hospitality Softnet to receive all 4 assessed credits

Note: there is a maximum number of PLA credits that may be applied toward a degree program.  Refer to the Belhaven University website for the latest on PLA policies.