This document provides guidance on effective sales prospecting. It discusses preparing a prospecting approach with a clear goal and following business communication rules. It also outlines how to write a prospecting letter or call script by including the prospect's name, contact details, company information, and your offerings. Tips are given for writing successful scripts and letters, such as using the AIDA method to draw attention, create interest and desire, and invite action. Prospecting letters should emphasize layout and etiquette. Finally, the document instructs preparing a cold call script using the tips discussed and summarizing the lesson.

1. Module 6:
Sales Prospecting
By Bassem Jouini

2. Module 6 – Lesson 5:
Prepare to contact prospects

3. Lesson Objective
1. Effective prospecting approach
2. Write a prospecting letter or script
3. Tips to write a successful script
4. Tips to write a successful letter
5. Prepare a cold call script

4. Effective prospecting approach
An effective prospecting approach should have:
A Clear Goal:
• Invitation to a convention
• Solicitation of an appointment
• Etc.
Follow the rules of business communication:
 Respect of human rights
 Adapt the right communication style and
approach
 Etc.

5. Write a prospecting letter or call script
A script is a dialog scenario to be used in a
telephone interaction situation.
Information needed to write a prospecting letter or
script are:
• Prospect name
• Prospect contact details
• Information about the prospect company
• Specifications about his industry
• Your company introductions and offerings

6. Tips to write a successful script
 Use the AIDA method:
• An introduction that draws the customer
Attention
• Select your sales arguments and advantages
that can creates Interest
• Offer an incentive to create a Desire
• Use a conclusion that invites Action
 Be clear, simple and precise
 Ask clear open & leading questions

7. Tips to write a successful
Prospecting letter
 Use the AIDA method as well
 Give more importance to the letter
layout and presentation
 Use a proper letter or email etiquette

8. Exercise:
Prepare a cold call script
Go back to the presentation you
prepared in Module 5 and write a
prospecting script for a Cold call
using the Script tips discussed
previously.

9. Make a lesson Summary

10. Have a wonderful evening 