The Prospector’s Handbook – The Art of the Cold Call

  • One-day program
  • What makes a successful salesperson
  • Building new business
  • Helping people buy
  • Measuring the success of a sales call
  • How to find, research and approach new customers
  • Knowledge of simple proven techniques that will attract interest from prospects
  • Understand the proper components of a successful cold call
  • Making the telephone call
  • Preparing for the initial meeting
  • The four steps of diagnosis
  • Reaching agreement and asking for commitment
  • Build an effective prospecting strategy that works
  • Build a proven customer-focused call approach that will secure that “hard to get” appointment
  • Learn both the physical and mental aspects of prospecting, from the door handle to the winning contract
  • Practical practice role play – complete with cold call, phone call and initial meeting

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Q & A

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