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 Objectives
Pre-Assignment: Part 1 - True or False
Pre-Assignment: Part 2 - Multiple Choice
Pre-Course Assessment

Session 2: Pre-Assignment Review

True/False Questions
A Positive Self-Image
Multiple Choice Questions
Multiple Choice Questions
Reviewing the Assignment

Session 3: Targeting Your Market

A Narrow Focus
Narrowing 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 Tools
Sample 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 Goals
SPIRIT
Setting a Goal with SPIRIT!

Session 6: Why Is Prospecting Important?

Working with Prospects
Finding 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 Pro
What Signals Are You Sending?
Using Our Body Language
Your Presentation Style

Session 9: Trade Shows

Before the Show
During 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 Number
A 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 Principle
Applying Pareto's Principle

Session 13: It's Not Just a Numbers Game

Shooting for the Stars
Rapport
Creating Rapport
Relationship Building
Building Relationships
Respect
Showing Respect

Session 14: Going Above and Beyond

21 Ideas for a Successful Career in Sales
Implementing the 21 Ideas
Ten Questions to Ask Yourself about Each Prospect
Asking the Ten Questions

Session 15: A Personal Action Plan

Starting Point
Where I Want to Go
How I Will Get There
Summary
Post-Course Assessment