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Advanced Prospecting Skills
- 1. TELEMASTERS, INC™ Mastering the Sales Connection™ Effective Lead Optimization Strategies
- 2. Lead Optimization Strategies • Avoiding Commoditization • Articulating Your Value Proposition • Delivering your “Unique Message” • Stating a Clear Purpose • Leaving Effective Voice Mails • Working with the Gatekeeper • Uncovering Needs • Recommending Next Steps
- 3. How Do You Sound? Are you commoditizing yourself and your company?
- 4. How Do You Sound? Are you commoditizing yourself and your company?
- 5. How Do You Sound? Are you commoditizing yourself and your company?
- 6. The First Impression • Introduction • Name & Company • Respect their Time
- 7. The First Impression • Introduction • Name & Company • Respect their Time
- 8. The First Impression • Introduction • Name & Company • Respect their Time
- 9. What is Your Value? • What makes you different? • What does that mean to your clients?
- 10. Your Unique Message How does what you do help your clients? “We have created some unique strategies that will reduce your exposure to risk and increase the profitability of the company...”
- 11. What is Your Purpose?
- 12. What is Your Purpose? State the Purpose of your call with a benefit: “The reason for my call today is to ask for the opportunity to meet with you understand how we might partner with you to grow your business. What does your calendar look like next week?”
- 13. Effective Voice Mails • Name, Company & Phone • Your Unique Message • Call Purpose with Benefit • Compelling Reason • Name, Company & Phone
- 14. Effective Voice Mails • Name, Company & Phone • Your Unique Message • Call Purpose with Benefit • Compelling Reason • Name, Company & Phone
- 15. Effective Voice Mails • Name, Company & Phone • Your Unique Message • Call Purpose with Benefit • Compelling Reason • Name, Company & Phone
- 16. Uncovering Needs • Questions are the Answer • Seek First to Understand • Diagnose: then Prescribe
- 17. Recommend Next Steps • “Based on what you’ve told me....” • “I would suggest....” • “How does that sound?”
- 18. To Learn More: Telemasters™ has a unique process to help you identify and clearly articulate your unique message which will attract more Prospects, retain more Clients and drive more Sales. Go To: www.telemasters.net Weekly Blog: www.laurielynard.posterous.com Contact info: laurie@telemasters.net Office: 651-245-3766
Editor's Notes
- INTRO_ CRITICAL THAT WE DON’T stop doing what we did to get where we are today. THINK BACK: HOW many responsible for bringing in new business? WHY DO WE HATE PROSPECTING? Time, Telemarketers, Shouldn’t have to, don’t want to bug for referrals WE CAN’T AFFORD NOT TO What WE WILL COVER WILL HELP IF: OPEN and CHANGE NOT PRETEND TO KNOW YOUR BIZ KNOW PROSPECTING
- JOHN LENNON QUOTE WE HAVE TO MAINTAIN CONTROL OF THE CALL:WE KNOW WHERE TO GO TRAIL GUIDE. You know YOUR BACK STAGE REASON...how to say it? FRONT IS UNIQUE MESSAGE
- ALL TOO OFTEN we TELL before we ASK. I WANT TO TELL YOU.. INTRODUCE MYSELF..SHARE WITH YOU - Paul Kingsman of Today&#x2019;sAdvisor.com wrote a BLOG: TO SEE MORE CLEARLY< LOSE YOUR &#x201C;I&#x201D;s as in I am, I do, I have,. DIAGNOSE: THEN PRESCRIBE Closed give you the info but can sound like a survey YES/NO Answers OPEN show genuine INTEREST IN...BUILD TRUST
- DULCE SOUND CLIP