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 This is a follow-up program for people who have already adopted referral selling and have attended the No More Cold Calling Workshop.
You have the contact, the lead, the referral – now what? How do you ask the right questions, discuss your product or service in a way that is meaningful and closes the sale? You know that successful salespeople do their research, prepare relevant questions, learn about client issues, and set clear, measurable goals for their sales call. Now you can, too.
Define and Position Your Business
- Discuss methods to obtain qualified leads.
- Identify your target customers.
- Describe the results you deliver.
The Sales Process
- “Map” your personal sales process.
- Identify sources for leads.
- Discuss the payoff from different sources.
Planning for the Client Meeting
- Identify your goal for the first call.
- Create sample questions for uncovering customer issues.
- Anticipate and respond to typical objections.
Conducting the Client Meeting
- Engage in a role-play of your meeting.
- Use a powerful opening and a closing with a Call to Action.
Action Planning
- Identify activities for managing the relationship.
- Discuss strategies for penetrating your account.
- Plan next steps for your target lead.
 See public workshop schedule and registration information.
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“Please add me to your list of admirers! Your workshop the other day was powerfully delivered, profoundly on target with the nuances of our sales process, and on top of all that you kept it entertaining. Thank you.”
“On the way home from your workshop, I attempted to canvas my entire plane (just kidding) but the guy next to me was asleep before we ever took off. My commitment was for five non-typical referral attempts and I knocked out three of those on the plane ride home! I guess the best may very well be... still yet to come!”
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