PowerProspecting in a Tough Economy
Listen at your convenience! | |
| |
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 | |
Audio Seminar Series
It’s never been more difficult to prospect. The economy is tough – but you can shine with just 1 hour each Thursday in April.
Pump up your prospecting and reach top contacts who are buying. Cold calling has changed radically in the past 2 quarters 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.
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.
| Creating a Powerful Prospecting Value Statement | |
Download this session NOW | Conversations that’ll get you in the door with the 4 things businesses care about |
| Getting Past the Gatekeeper to Reach Top Prospects | |
| Download this session NOW | Strategies to get past even the toughest gatekeepers to the right decision makers |
| Handling Tough Objections in Prospecting | |
| Download this session NOW | Converting today’s market objections into information gathering and appointment setting |
| Closing for the Appointment | |
| Download this session NOW | Finessing your way to qualifying and securing an appointment |
Single Session Pricing
Per person: $49
As an added bonus you’ll receive: a downloadable MP3 session recording and a handout 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 handouts full of examples, and some extra special resources - all included with your registration!
Session handouts will be posted 48-hours before each audio conference and the MP3 audio recording will be posted within 48 hours after the conference ends.
Session recording, handout, and the email prospecting chapter from Selling Against the Goal, are all included.
| Download the Complete series NOW |
The Details
PowerProspecting in a Tough Economy
Session 1: Creating a Powerful Prospecting Value Statement
| Download this session NOW | Creating a Powerful Prospecting Value Statement |
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.
- The 4 things that top prospects stop to listen to
- How to take advantage of LinkedIn to get your message across
- Pain, results and gain - what it means to gaining access
- How to get quantifiable results for yourself
- The feelings your value proposition must elicit
- 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
- 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 handout full of examples you can put to work right away!
| Session 1: Creating a Powerful Prospecting Value Statement |
PowerProspecting in a Tough Economy
Session 2: Getting Past the Gatekeeper to Reach Top Prospects
| Download this session NOW | Getting Past the Gatekeeper to Reach Top Prospects |
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.
Use the fresh strategies in this session to get past even the toughest gatekeepers – from people to voicemail - to the right decision makers.
- 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
- The value of a receptionist
- The 6 common breakthrough mistakes to avoid
- How to speak the gatekeeper’s language
- 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 handout full of examples you can put to work right away!
| Session 2: Getting Past the Gatekeeper to Reach Top Prospects |
PowerProspecting in a Tough Economy
Session 3: Handling Tough Objections Prospecting in a Tight Economy
| Download this session NOW | Handling Tough Objections in Prospecting |
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 .
- 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 handout full of examples you can put to work right away!
| Session 3: Handling Tough Objections Prospecting in a Tight Economy |
PowerProspecting in a Tough Economy
Session 4: Closing the Appointment
| Download this session NOW | Closing the 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.
- How to qualify if you should schedule an appointment
- How to qualify the potential for your solution
- Strategies for using technology to secure an appointment
- 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 handout full of examples you can put to work right away!
| Session 4: Closing the Appointment |
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 handouts full of examples, and some extra special resources - all included with your registration!
Session handouts will be posted 48-hours before each audio conference and the MP3 audio recording will be posted within 48 hours after the conference ends.
Session recording, handout, and the email prospecting chapter from Selling Against the Goal, are all included.
| Download the Complete series NOW |