Prospecting Mastery for Sales Professionals
20-21 January 2025
UPCOMING CLASS
20-21 January 2025
OVERVIEW
This comprehensive course equips you with essential skills for effective customer prospecting. You'll begin by diving into market analysis, learning to use customer data to identify target segments and evaluate product performance. The course then guides you through comparing your offerings with competitors, helping you craft compelling value propositions.
You'll explore market research techniques to uncover emerging opportunities and analyse potential clients. This includes practical skills like calculating market size, identifying trends, and conducting profitability assessments. The course also covers strategies for lead generation and qualification.
Building on this foundation, you'll learn how to identify and approach new customers. This includes mastering referral channels, relationship management techniques, and methods for understanding customer needs. You'll practise using tools like SPIN questioning and feedback analysis to improve customer satisfaction.
Finally, the course teaches you to scope and price business opportunities effectively. You'll learn to create detailed project proposals and develop informal pitches for industry events. Throughout, you'll gain hands-on experience with essential business analysis tools and techniques.
TARGET LEARNERS
This course is targeted at sales representatives, account executives, business development managers, sales consultants, client relationship managers, and sales managers, including other professionals looking to transition into these roles.
PRE-REQUISITES
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21 years and above
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At least one month work experience in a sales capacity
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Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace
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Numeracy Level 5
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At least a diploma or equivalent
Learning Outcomes
Utilise data from customers to classify the current target market and customer segments for a market analysis report
Illustrate the qualities and advantages of an organisation’s products by comparing them to competitors’ offerings in a value proposition presentation
Prepare a market research report using appropriate techniques and sources to identify and analyse emerging markets for the organisation's products
Apply market research techniques to identify and analyse potential clients and their requirements for a needs analysis report
Identify new or potential customers using customer appraisal techniques and outline requirements for initiating and maintaining contact with them
Construct a project proposal that includes scoped deliverables and detailed pricing based on business information analysis
Prepare a written informal pitch to promote the organisation's offerings at an industry event
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Course Fee
S$1000 per participant (excl. GST)
Self-Sponsored
Course Fee
$1000 (Excl. GST)
50% funding by
SkillsFuture Singapore (Baseline)
$500
GST
$90
Amount Payable
$590
Eligible for SkillsFuture Credits
Up to 100% of Course Fee* Subject to SkillsFuture Credit Availability
*Singapore Citizens aged 25 and above can offset the course fee using their SkillsFuture Credit
*NTUC members enjoy 50% unfunded course fee support for up to $500 each year for courses supported under UTAP.
Company-Sponsored
Course Fee
$1000 (Excl. GST)
70% funding by
SkillsFuture Singapore
(Enhanced Training Support for SMEs)
$300
GST
$90
Amount Payable
$390
Additional Support via Absentee Payroll
$4.50/hr, capped at $100,000/enterprise / year
**SME Eligibility Criteria
- Registered or incorporate in singapore
- At least 30% local shareholding by singapore citizens or PRs
- Employment size of not more than 200 (at group level) or with annual sales
turnover (at group level) of not more than $100 million
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Eligible companies can also claim 90% out-of-pocket expense with SkillsFuture Enterprise Credit (SFEC)
Additional Notes:
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Lessons will be conducted in English. Participants are expected to be able to read and write in basic English.
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Participants are required to bring their own laptop that can connect to the internet for access to the online class and course materials.
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In line with our environmentally friendly practices, we will not be providing printed course materials to reduce paper waste.
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Upon successful completion of the course, the participant will receive a certificate issued by ClickAcademy Asia Pte Ltd.
Click here to read our Withdrawal & Refund Policy.
Disclaimer: ClickAcademy Asia reserves the right to change the course instructor without prior notice. The course instructor will be finalised and informed to the registered participants at least 1 working day before the course commencement date.
About The Instructor
Michael Ho is a seasoned B2B business leader with more than 30 years of corporate working experience with two major U.S. multinational companies. He has built high-performing sales teams, driven substantial business growth, and nurtured lasting customer relationships.
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Michael is passionate about upskilling sales professionals and has led numerous workshops on practical strategies and real-world applications for sales success. His workshops cover key areas such as:
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Customer-Centric Selling
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Salesforce Management
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Negotiation and Objection Handling
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Key Account Management
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Inside Sales Training
Michael holds an MBA in Strategic Marketing from the University of Hull in the UK and is certified as a WSQ Trainer (ACTA) and Curriculum Developer (DACE) by Singapore's Workforce Development Agency (WDA).
ABOUT CLICKACADEMY ASIA
ClickAcademy Asia is a premier training academy focusing on executive education for professionals in the fields of digital marketing, sales & marketing, and communications.
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ClickAcademy Asia training covers Singapore, Malaysia, Indonesia, Vietnam, India, Thailand, Australia and Hong Kong. The academy has conducted digital marketing workshops for participants from over 30 countries worldwide. To date, ClickAcademy Asia has trained over 13,000 PMEBs (professional, managers, executives and businessmen) and 6,000+ local and global companies (including NGOs and Government agencies).
ClickAcademy Asia was established in the year 2011. The academy is the leading practitioners’ digital marketing academy and is also the official Google Partner Academy in Singapore and Malaysia.
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The academy provides training and certification on Google Ads, Google Analytics, Mobile Advertising and YouTube Video Advertising. ClickAcademy Asia is also the training provider for the Go Global programme led by Google (2015-2018), 2017 Google Ignite (Malaysia) , Google Elevator (Singapore and Malaysia) program and 2019 Mahir Digital Bersama Google (Malaysia).