Education

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 4:
Select a Prospecting
Approach

3. Lesson Objective
1. Type of prospecting
2. Importance of respecting the human
rights and freedoms charter
3. Best Prospecting Techniques
4. Elements to consider while using a
prospecting technique

4. Type of Prospecting
Target market approaches fall into two broad
categories, direct or indirect.
 Direct approaches are where we directly
approach and talk to someone either in person
on the phone. With direct approaches we are
directly controlling the volume of leads because
we are initiating the contact.
 Indirect approaches are where we are relying
on some one to initiate the contact and call
us.

5. Main Direct & Indirect Prospecting
Techniques
Direct approaches:
 Phone Call
 Conference call
 Video conferencing
 Face to face meeting
 Instant message or chatting Application
 E-mail
Indirect approaches:
 Webinar
 Weblog
 Discussion forum
 Social Media
 Customized Promotion

6. Importance of respecting the human
rights and freedoms charter
It is important to respect the customer’s human right
while prospecting.
The Charter recognizes:
 Primary fundamental freedoms (e.g. freedom of
expression and of association)
 Democratic rights (e.g. the right to vote)
 Mobility rights (e.g. the right to live anywhere in
Canada)
 Legal rights (e.g. the right to life, liberty and security
of the person)
 Equality rights and recognizes the multicultural
heritage of Canadians.

7. Best prospecting techniques

8. Elements to consider while using a
prospecting technique
 Characteristics of the territory
 Characteristics of the industry
 Period of the year
 Size and type of the company
 Level and title of the prospect

9. Make a lesson Summary

10. Have a wonderful evening 