Prospecting for Leads Like a Pro
[ZNV Leads]
Price: $ 49.95+GST
This online course is designed to assist with skill development and general knowledge as it relates to converting leads.
Table of Contents
Prospecting for Leads Like a Pro
Session 1: Course Overview
Learning ObjectivesPre-Assignment: Part 1 - True or False
Pre-Assignment: Part 2 - Multiple Choice
Pre-Course Assessment
Session 2: Pre-Assignment Review
True/False QuestionsA Positive Self-Image
Multiple Choice Questions
Multiple Choice Questions
Reviewing the Assignment
Session 3: Targeting Your Market
A Narrow FocusNarrowing Your Focus
Where are Your Customers?
Common Characteristics
What Makes Them Buy?
Perform an Analysis
Listen to Them
Are You Listening?
Summarize
Use Analytical Tools
Customer Profile
Customer Location
Market Profile
Session 4: The Prospect Dashboard
The Prospect Dashboard and CRM ToolsSample Dashboard
So How Does It Work?
Dashboard Q & A
My Prospect Dashboard
Planning with the Prospect Dashboard
The Purchasing Cycle
Planning Worksheet
Session 5: Setting Goals
Setting GoalsSPIRIT
Setting a Goal with SPIRIT!
Session 6: Why Is Prospecting Important?
Working with ProspectsFinding Prospects
A Little Knowledge Brings Big Benefits!
Are You Experienced?
Session 7: Networking
What is Networking?How Do You Do It?
Preparation
Starting to Mingle
Walking Into a Room
What to Do and Say
Enjoy Yourself and Keep It Going
Working on the Strategies
Small Talk
Session 8: Public Speaking
Public Speaking Like a ProWhat Signals Are You Sending?
Using Our Body Language
Your Presentation Style
Session 9: Trade Shows
Before the ShowDuring the Show
After the Show
Attending a Trade Show
Session 10: Regaining Lost Accounts
Why Do Customers Leave?When Something Goes Wrong
What Can I Do About It?
Regaining Your Contacts
Session 11: Warming Up Cold Calls
The Magic NumberA Cure for Call Reluctance
Other Tips for Making Calls
Getting Your Message Through
Openers
Creating Your Opener
Warming Up Cold Calls
My Cold Call Strategy
Session 12: The 80/20 Rule
Pareto's PrincipleApplying Pareto's Principle
Session 13: It's Not Just a Numbers Game
Shooting for the StarsRapport
Creating Rapport
Relationship Building
Building Relationships
Respect
Showing Respect
Session 14: Going Above and Beyond
21 Ideas for a Successful Career in SalesImplementing the 21 Ideas
Ten Questions to Ask Yourself about Each Prospect
Asking the Ten Questions
Session 15: A Personal Action Plan
Starting PointWhere I Want to Go
How I Will Get There
Summary
Post-Course Assessment