This course begins at the start of the sales process, concentrating on where and how to initiate your prospecting efforts. It covers the essential distinction between prospecting and sales, providing a valuable prospecting "road map" to help identify the "right person," the "right path," and the "right thing to say." Additionally, it explores strategies for uncovering new business opportunities from existing clients, as well as new and previously inactive accounts. And the importance of prioritizing and effectively planning your prospecting time to maximize results.