WEB BASED TRAINING PROGRAM
PROSPECTING MODULES
Prospecting Module 1: WHY PROSPECTING IS SO VITAL TO SUCCESS
- Planting, weeding and harvesting
- Full pipelines allow you to sell in a YES or NO fashion
- Businesses are on shaky ground
Prospecting Module 2: WHY PROSPECTING CAN BE VERY CHALLENGING
- It just doesn’t feel productive
- Delayed gratification
- All the challenges associated with call reluctance
Prospecting Module 3: FACING CALL RELUCTANCE
- Admitting that you’re susceptible to catching it is the first step
- The various types of call reluctance
- How to start addressing your call reluctance when you catch it
Prospecting Module 4: GETTING MENTALLY PREPARED TO PICK UP THE PHONE – BECOMING “DETACHED”
- Getting “into character” to play the role of prospector
- Developing a step-by-step process for developing detachment
Prospecting Module 5: INTRODUCTION TO THE “FORCE FIELD” DEFENSE MECHANISM THAT PROSPECTS USE TO KILL SELLERS
- What is the force field
- How to keep the force field down
Prospecting Module 6: CONFUSION
- Strategy One --- CONFUSION
- Greg Bennett’s Commando Strategy – CONFUSION!
- How to use confusion to get to decision makers
- How confusion makes prospecting much more fun and less stressful
Prospecting Module 7: SETTING AND FOR EFFECTIVE PROSPECTING
- How to get set up to really rock the phones
- Surrounding yourself with motivational material Using Scripts
- Scripts vs “Winging it”
- What to script How to lay it out
Prospecting Module 8: GETTING BY THE “GUARDS AT THE GATE”
- What is the role of the screener?
- Strategies for quickly getting around the screeners
- Introduction to confusion
Prospecting Module 9: HOW TO START THE CONVERSATION WITH THE DECISION MAKER
- What to say to keep the force-field down
- Engaging the prospect quickly to keep from getting shot down Scripting for talking with decision-makers
- How to quickly encourage prospects to see you
- How to close for the appointment
Prospecting Module 10: DEALING WITH QUICK HANG UP MOVES BY THE PROSPECT
- What are the quick avoidance moves used by prospects (i.e. “not interested”)
- How to keep the prospect talking Moving toward setting an appointment
Prospecting Module 11: HANDLING THE MAIN PROSPECTING OBJECTIONS DURING PROSPECTING
- Answers to the top 10 main objections we hear when prospecting
- How to use Feel, Felt, Found to answer any new objections you may get
Prospecting Module 12: DEALING WITH VOICE MAIL AND MESSAGES
- How to leave messages so that people call you back quickly
- Commando strategies for getting people to call you back
Prospecting Module 13: TIME MAXIMIZATION STRATEGIES FOR PROSPECTING
- Never be “WIDE OPEN” …
- Always be moving things around…be busy
- Mark “PROSPECTING” on every page from here to eternity …then you’ll ALWAYS have something to move or cancel
- Time Maximization Strategies for finding time to prospect
- Do the tough stuff first and the rest of the day is gravy
- Blocking out time and sticking with your schedule
Prospecting Module 14: MANDATORY PROSPECTING TIMES AND OTHER IDEAS TO IMPROVE PROSPECTING
- How to set up mandatory group prospecting times
- Working a buddy system to motivate and push each other
Prospecting Module 15: INTRODUCTION TO “CONNECTED LEADS”
- What are connected leads
- Obvious connections you should exploit
- Hidden connections most people never see
- The best connected leads – Referrals: how to get more of them !
- Why most people don’t like to give out referrals
- How to make referrals a two-way street
- Referrals don’t have to be pursued in the traditional fashion
Prospecting Module 16: COMMANDO PROSPECTING STRATEGY NUMBER THREE – STARTING YOUR OWN LEADS GROUP
- Why traditional leads groups don’t work
- How to start your own leads group and create a tremendous number of leads
Prospecting Module 17: TIPS FOR WALK-IN PROSPECTING
- How to do an effective walk-in approach without getting killed
- Commando strategies that will make this process much eaiser
Prospecting Module 18: HOW TO LEVERAGE YOUR PROSPECTING TIME USING JOINT-VENTURE DEALS
- How to use other people’s back-ends to build their business
- Piggy-backing on someone who already has done the dirty work
Prospecting Module 19: HOW TO BUILD THE VALUE OF SEEING YOU
- How to make offers to entice seeing you
- How to add value before you even arrive
Prospecting Module 20: FACING THE FEAR OF SUCCESS AND FAILURE
- How we can sabotage our own success
- How to avoid falling into deadly habits
- Understanding our own internal voices and countering them on the positive side
|
