PROSPECTING SKILLS THAT WORK

How to Set More Appointments & Close More Sales
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KEY TAKEAWAYS

  • OVERCOMING CALL RELUCTANCE TO ALWAYS REACH YOUR ACTIVITY GOAL
  • DEVELOPING A POWERFUL APPOINTMENT SETTING SCRIPT THAT WORKS
  • HANDLING OBJECTIONS MORE EFFECTIVELY THAN EVER BEFORE
  • USING KEY PROSPECTING SKILLS FOR STAYING CONSISTENTLY MOTIVATED
  • INNOVATIVE TELEPHONE SALES SKILLS FOR GETTING BIG RESULTS
  • AND MUCH MORE…

ABOUT THE SEMINAR

Prospecting skills and telephone sales skills are critical to the success of many sales professionals. Those who’s principle activity is appointment setting or selling a product or service via the phone can greatly benefit from learning new prospecting strategies, and telephone sales skills. Prospecting is a critical activity that typically leads to more sales, yet most salespeople dislike it. In this fast-paced, entertaining session, Warren Greshes presents a proven system that takes the guesswork out of prospecting skills and telemarketing. He will show you how to stay consistently motivated, overcome call reluctance, develop a powerful script for setting appointments, keep track of your activity, lower sales resistance, handle the most common objections with ease, and actually enjoy the entire process. If you know you need to do more prospecting, but can’t get yourself motivated on a consistent basis, this program will give you the telephone sales skills and inspiration you need.

As an expert in the areas of sales motivation and personal and professional development, Warren has addressed corporate and association audiences all over the world. His corporate clients include: Bridgestone/Firestone, Hewlett Packard, Monsanto and Coca Cola. Warren has also spoken in front of some of the largest and most prestigious organizations in the world, including The Million Dollar Round Table, The National Association of Realtors and Sales and Marketing Executives International.

International audiences find that his practical “real world” solutions and views on the global economy are right on the money. His positive and pragmatic message has given thousands the power to overcome obstacles and “conquer the world.” His unique, action-oriented style and customized messages consistently earn him high praise from his clients.

Warren hosts a weekly internet radio show, “Warren Greshes Talking Success,” heard throughout the world on the World Talk Radio Network. In addition, he has produced audio and video programs in the areas of sales, success and customer service, including the award-winning, “Supercharged Selling: The Power to be the Best,” and in early 2006 John Wiley & Sons Publishers will release his first book, “The Best Damn Sales Book Ever: 16 Rock-Solid Rules to Achieving Success!”

Warren has served on the board of directors of the National Speakers Association, and in 1998 was awarded their highest designation when he was inducted into the Speakers’ Hall of Fame.

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PROSPECTING SKILLS THAT WORK

This is what salespeople do.  They have an appointment that day.  They have a few appointments that day.  They call up first thing in the morning and say, “Ms. Jones, this is Warren Greshes.  I just want to make sure that we’re still on for today.”  Now when you say, I just want to make sure that we’re still on for today, what are you telling the prospect?  You’re not sure if it’s on.  What else are you telling them?  “There’s a chance.  I don’t know if you knew this or not, Ms. Jones.  You probably thought you had to see me, but I’m telling you right now, you don’t necessarily have to.  If you want to get out of it, here’s your shot.”  When you say, “I just want to make sure we’re on for today,” so often they say, “Wow, I’m really glad you called,” and right about then, you’re not really glad you called. The generating of activity is the only part of the entire sales process that is 100% within the salesperson’s control.  It’s the only part of the process.  Everything else, you need someone else to say yes.  You need to say yes on the sale, on the appointment-you need them to say yes.  You need them to pick up the phone, but the only part of the process that is 100% within your control is that physical dialing of the phone, or the knocking on doors if you’re cold canvassing.  You just don’t make a call.  Prepare for the calls.  Remember, what is the single biggest commodity that people have the least of now a days?  Time-you don’t have a lot of time.  It could take you-figuring people are going to pick up the phone and you’re going to have some conversations.  It could take you up to an hour to make 10 dials of the phone.  You figure you’re going to speak to about three people or so.  You’re going to try to get some appointments.  It’s going to take you about an hour to make 10 dials of the phone, so you want to make sure that you’re wasting the least amount of motion.  What you want is you want your list ready before you start calling.  What a lot of people do is they make a call, then they look t find the next person they’re going to call.  They make that call, then they look up the next person they’re going to call.  Then they make that call and then they look up the next person.  No-have all of your calls ready.  If you’re going to make 20 calls today, 10 calls, five calls.  I don’t care how many calls you make, I just want you to be consistent.  I would rather see you make five calls a day every single day than 25 calls once a week.  Because if you do it every single day what are you going to create?  Habits.  That’s right.  If you do it once