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Description

Sales Prospecting: Targeting, Engaging by Telephone and Securing the Meeting

Turn a contact list into qualified meetings without piling up unanswered calls

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

Prospecting often stops at the first run of refusals. The contact list is not sorted, the same opening line is used with every type of contact, and follow-ups are lost for want of tracking. Sales professionals invest time without securing meetings and eventually push the activity aside in favour of live accounts.

This three-hour session builds a complete approach: targeting and prioritising the contact list, preparing an opening tailored to the person on the line, handling early objections and organising follow-ups. Participants practise on their own target accounts and leave with their own call script.

Learning objectives

  • Sort and prioritise a prospecting list against explicit criteria
  • Build an opening line suited to the contact's role
  • Get past gatekeepers and reach the decision-maker
  • Handle objections raised in the first few seconds
  • Organise a follow-up plan and track its results

What makes this programme different

A call script written and then tested aloud during the session
Work on the immediate refusals genuinely heard on the telephone
A quantified follow-up plan spread over several weeks

Programme

1Choosing Who to Call

Prospecting starts with sorting

  • Define the criteria for prioritising accounts
  • Identify the contacts to target within the organisation
  • Gather the useful information before the call
  • Set a weekly activity rhythm that can be sustained

2Engaging in a Few Seconds

Making the prospect want to grant a meeting

  • Build an opening centred on the prospect's issue
  • Get past gatekeepers and reach the right contact
  • Ask the few questions that qualify the need
  • Propose the meeting and lock in the date

3Handling Refusal and Following Up

What happens after the first no

  • Respond to objections about availability and incumbent suppliers
  • Tell a firm refusal from a simple postponement
  • Organise follow-ups and vary the channels
  • Track results and adjust the opening line

Who is it for

Sales representatives and technical sales professionals, as well as business development officers and business owners who handle their own prospecting.

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.