PowerProspecting in a Tough Economy
Audio Conference Series
It’s never been more difficult to prospect. The economy is tough - but you can shine with just
1 hour each Wednesday.
Pump up your prospecting and finish 2009 with a bang by reaching top contacts who are buying. Cold calling has changed radically
this year with all the market challenges. Only 4 things will get people’s attention and
you have to know what they are and how to use them.
It’s time to update your strategy and your approach and we’ve got the prospect attraction techniques
you need - combining cold calling, email and social networking. |
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Listen at your convenience!
All programs are recorded, so if you miss a date or want to listen to it again, you can! Just click on the resource link you receive after the session to download the MP3 recording and session workbook. | |
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Who Should Attend
This series is designed for people who cold call as part of their job and want to leverage the latest techniques and technology to take their results to new heights.
- Sellers
- Entrepreneurs and small business owners
- Sales managers
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Join prospect attraction expert Kendra Lee in this 4-part series for the latest strategies to break into your top prospects in a tough economy.
Results you can expect:
- Gain access to at least 14 top prospects!
- Increase your new sales opportunities a minimum of 10% within the following quarter!
Attend this series to drive incremental sales faster - with greater success in spite of the market. |
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Single Session Pricing
Per person: $49
As an added bonus you’ll receive: a downloadable MP3 session recording and a workbook full of examples you can put to work right away!
Series Pricing
For your best value, attend the whole 4-part series
Per person series: $159.00
PLUS: downloadable MP3 recordings of all sessions, accompanying workbooks full of examples, and some extra special resources - all included with your registration!
Session workbooks will be posted 48-hours before each audio conference and the MP3 audio recording will be posted within 48 hours after the conference ends.
Complete PowerProspecting series |
The Details
PowerProspecting in a Tough Economy
Session 1: Creating a Powerful Prospecting Value Statement
November 12
4:00pm EST |
Creating a Powerful Prospecting Value Statement
Conversations that’ll get you in the door with the 4 things businesses care about |
Only 4 things will grab people’s attention in today’s economy and you’ve got to know what they are and how to use them.
People are avoiding talking to sellers because they don’t feel they can afford to spend money. So how do you get their attention? It’s time to start thinking like those executives and try some new approaches.
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Learn how to take advantage of email and LinkedIn to get your message heard. |
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In this audio conference you'll discover:
- The 4 things that top prospects stop to listen to
- How to take advantage of LinkedIn to get your message across
- When tweets on Twitter can help
- Pain, results and gain - what it means to gaining access
- How your quirky personality can get you access
- How to get quantifiable results to proclaim
- Techniques to shake up your message and get through
- Leveraging email and your value proposition to gain access
- The value to prospects in working with you and your company
- The 3 things you never say in your opening statement
- The value proposition to avoid
- What comes after your value proposition when your prospect
is listening
- How to shorten your gain access time
- The ideal number of attempts to make before changing approaches
- New strategies to secure at least 4 appointments in the
next 2 weeks
Single Session Pricing
Per person: $49
Includes a downloadable MP3 session recording and a workbook full of examples you can put to work right away!
Session 1: Creating a Powerful Prospecting Value Statement
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PowerProspecting in a Tough Economy
Session 2: Getting Past the Gatekeeper to Reach Top Prospects
November 19
4:00pm EDT |
Getting Past the Gatekeeper to Reach Top Prospects
Strategies to get past even the toughest gatekeepers to the right decision makers |
| You know who the top prospects are that you want to reach. You can help them succeed even in this difficult market and you’re ready to tell them how. Then the gatekeeper answers, ready to squash you and dashing your hopes. |
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Learn what to do when you can't seem to break out of voicemail jail. | |
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Use the fresh strategies in this session to get past even the toughest gatekeepers – from people to voicemail - to the right decision makers.
In this audio conference you’ll discover:
- The 6 common breakthrough mistakes
- When and why the executive gatekeeper will let you through
- What to do when you repeatedly encounter voicemail
- Where LinkedIn and Facebook can be of advantage
- Using Twitter to get through
- The 6 common breakthrough mistakes to avoid
- Techniques when voicemail AND email aren't working
- A 3-prong no-fail strategy to gain access that works
- How to handle no-response
- Best practices from each other
- How to improve your prospecting appointment setting results
- The latest techniques to befriend and break past at least
5 gatekeepers -without tricks - before the next session
Single Session Pricing
Per person: $49
Includes a downloadable MP3 session recording and a workbook full of examples you can put to work right away!
Session 2: Getting Past the Gatekeeper to Reach Top Prospects
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PowerProspecting in a Tough Economy
Session 3: Handling Tough Objections Prospecting in a Tight Economy
December 3
4:00pm EDT |
Handling Tough Objections in Prospecting
Converting prospecting objections into information gathering and appointment setting |
In today's tough economy the prospecting objections never seem to stop. To make matters worse, they've changed. Now you have to figure out a new way to get around them.
You can commiserate with the desire to conserve funds, but you still have a job to do. What do you do when you hear one? Do you hang up, or do you respond? Never fear! There are strategies you can use to move from objection to information . |
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Learn how to use the 4 things people care about most right now to break past issues. | |
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In this audio conference you’ll unmask:
- The top 6 prospecting objections in today’s market and how to address them
- How to avoid the economy from stopping the conversation cold
- How to use the 4 things people care about most right now to break past issues
- Sample dialogue to address concerns
- What to ask for when they aren’t interested
- The hidden situation behind most objections
- What to do when your answer isn’t accepted
- The technique that always works
- 10 tips to handling tough objections
- Each other’s objections and share techniques to overcome them
- Objection handling tricks to shorten your gain access time
- New strategies to set 5 appointments before our next session
Single Session Pricing
Per person: $49
Includes a downloadable MP3 session recording and a workbook full of examples you can put to work right away!
Session 3: Handling Tough Objections Prospecting in a Tight Economy
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PowerProspecting in a Tough Economy
Session 4: Closing the Appointment
December 10
4:00pm EDT |
Closing the Appointment
Finessing your way to qualifying and securing an appointment |
Your objective in prospecting is typically to close for an appointment to begin selling. But with budgets tighter than ever, you need to be sure you’ve got a qualified contact. Even if you have one, getting him to commit to time on his calendar is harder than ever because he’s overworked.
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Learn how to get the gatekeeper to give you an appointment before you reach the top prospect. |
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In this audio conference session you’ll
discover:
- How to qualify if you should schedule an appointment
- How to qualify the potential for your solution
- Strategies for leveraging LinkedIn and Twitter to schedule
appointments
- Where email and Outlook can help
- Three techniques to close for an appointment without sounding
like a car salesman
- How to get the gatekeeper to give you an appointment before
you reach the top prospect
- Intelligent, thought-provoking questions that will leave
a lasting impression
- Information you must gather to effectively prepare for the
first appointment
- The four points that determine if you are ready to close
for an appointment
- The art of letting the prospect go – for now
- Ways around your most frustrating closing situations and
share your favorite closes
- Improve your prospecting appointment setting results
- Easy techniques to secure 5 appointments in the next 2 weeks
Single Session Pricing
Per person: $49
Includes a downloadable MP3 session recording and a workbook full of examples you can put to work right away!
Session 4: Closing the Appointment
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 Expert:
Kendra Lee
Top IT seller, sales advisor and
business owner … author of best selling book Selling Against the Goal: How
Corporate Sales Professionals Generate the Leads They Need… an
in-demand sales speaker on shortening time to revenue in innovative ways.
Sold hardware, software, and services in the high-tech
computer industry and managed sales teams to do the same … consistently ranked
in the top 1-2% of worldwide sales forces.
Assisted one company in increasing its referrals more than
328% in just 7 weeks… new clients and sales increased dramatically… impressive
results for other companies as well.
Says one audio series participant: “I found the session very
specific with lots of great ideas. So often when I take 1-hour seminars they
speak at 30,000 feet but you were down to earth and gave me real action items.
I can’t thank you enough for sharing your knowledge and experience.”
Series Pricing
For your best value, attend the whole 4-part series
Per person series: $159.00
Includes a downloadable MP3 session recording and a workbook full of examples you can put to work right away!
Complete PowerProspecting series |
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