Permission Based Prospecting™
Part of the Effortless Prospecting ™ Series developed by Keith RosenYour Turn-Key System For New Business Development
Prospecting (v): Any activity or conversation you engage in to position yourself in front of a prospect with the intention to inquire, assess, discover and educate so that you can determine whether there's a fit and a relationship that's worth pursuing which can then lead to presenting your product or service in order to earn your prospect's business.
Overview
"If I can just get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." Sound familiar?
The fact is, most cold calling efforts are doomed from the start. If you are prospecting the same way you have been for the last several years (including the, "Calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business that you're working so hard to earn!
Salespeople are losing sales not due to a lack of effort but because they lack a prospecting system they can trust that that generates consistent results.
So, if you love to sell but hate (or don't like) to prospect, here's
your opportunity to maximize your cold calling potential by learning how
to get in front of the right prospects in less time and create greater
selling opportunities without the fear, pressure or anxiety associated
with cold calling and other prospecting activities. You'll actually want
to pick up the phone and start dialing!
The strategies outlined in this program will enable you to:
- Craft a compelling Opening Statement and Cold Calling Template that gets results, period.
- Develop the right questions, uncover new selling opportunities and stop wasting time on the wrong prospects.
- Stop chasing down prospects and get more of your voice mails and calls returned.
- Develop a prospecting and follow-up system you trust that runs on autopilot so you never have to worry about generating the desired results (including what to say). Let the system do the work for you!
- Avoid the top prospecting mistakes that help your competition close more of your business.
- Craft the Five Compelling Reasons that motivate a prospect
to speak with you! (Not to, "save them money or time.")
- Develop your pre-prospecting approach so that you can actually enjoy the process.
- Boost your confidence.
- Uncover new sales opportunities that your competitors are leaving
behind.
- Uncover and eliminate call reluctance so you can become fearless.
- Clarify the objective of cold calling that's aligned with how YOU sell, not someone else.
- Leverage your talents and prospecting time to generate more appointments and more sales.
- Handle rejection like a pro.
- Use the Seven Steps of a permission based prospecting conversation rather than 'pitching' them.
- Overcome and eliminate initial objections such as, "I'm not interested," "We don't have any money now" or "Call me back later."