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Description

Prospecting Openers: Capture Attention, Spark Interest and Secure a Meeting

Three hours to build the opening lines that decide how a prospecting contact unfolds

  • 0.43 days — 3 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

A prospecting contact is decided very quickly. The first words determine whether the other person listens or ends the exchange. Most openers begin by introducing the company and its offer, which triggers an immediate objection.

This short three-hour virtual session focuses exclusively on openers: on the telephone, by email and in written messages. Participants build several versions, test them in front of the group and leave with the ones that stand up to comparison.

Learning objectives

  • Identify what causes an opener to fail within the first few seconds
  • Build a telephone opener suited to the reason for the call
  • Write a subject line and opening sentence that make the reader want to continue
  • Adapt the opener to how well the prospect already knows you
  • Test several versions and retain the one that generates the most replies

What makes this programme different

A short three-hour format devoted solely to the first seconds of contact
Several opener versions tested in front of the group and compared with one another
A bank of openers built collectively and taken away by every participant

Programme

1Understanding what drives people away

Reflexes to unlearn

  • Openers that trigger an immediate objection
  • The effect of leading with a company introduction
  • The weight of the stated reason for making contact
  • Listening to examples and spotting the breaking points

2Building your spoken opener

The first twenty seconds

  • Structure of a short telephone opening
  • Stating the time required and asking for agreement
  • Formulating a credible reason linked to the prospect's situation
  • Getting past the gatekeeper and recovering after a first objection

3Creating impact in writing

Subject line, opening sentence and request

  • Writing an email subject line that prompts the reader to open
  • An opening sentence focused on the recipient's situation
  • A single request that is easy to accept
  • A short version for messages on professional networks

Who is it for

Sales professionals responsible for prospecting · sales support staff and independent professionals who approach new clients themselves.

Prerequisites

No prerequisites

Dates & locations

12 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.