WHAT YOU WILL LEARN

1. From "Hello" to Close. Morning Session. 8:30 - 11:30 AM
2. Cold-calling Strategies for Leads & Appointments. Afternoon Session. 1:00 - 4:00 PM
1. From "Hello" to Close.

A plan of attack to convert meetings and conversations with prospects or current accounts to new, renewed or expanded business relationships. A strategic approach that elicits true buying triggers, communicates value and lays a solid foundation for a close.
1. Keys to a close or result acceptable 
to you.
bulletPut an end to wasting time with tire-kickers.
bulletNo more "It was a good meeting."
bulletNo more "I'll call you" dead ends.
bulletKeep control -- without being controlling.
2. Once you say "Hello."
bulletYour 30 - 60 minute plan.
bulletYour commercial.
bulletYour must-says.
bulletGet them to tell you how to close them..
3. Questions, questions and follow-up questions.
bulletMore than just "find the pain."
bullet100 sample questions to ask.
bulletHow to uncover true buying motive strategies.
4. Communicating value and benefits.
bulletUncovering needs that play to your strengths.
bulletRubbing salt into wounds you can heal.
bulletWeaving in proof and specific examples.
5. Strategies for anticipated obstacles 
and objections.
bulletFirst, how to avoid them.
bulletPreparing responses that maintain control and showcase strengths.
bulletLeveraging objections to your advantage.
6. How to discover... what you need 
to close.
bulletHow their needs have changed.
bulletHow vendors have previously been selected.
bulletWhat success looks like to them.
bulletTheir best and worst experiences.
2. Cold-calling strategies for Lead and Appointments
1. Foundation principles: Follow these rules -- and stop beating your head against the wall.
bulletThe #1 reason people don't meet with you.
bulletDetermining your point of diminishing returns.
bulletThe Rule of 7.
bulletOvercoming gravity and group-think.
2. Setting yourself up for success.
bulletYour success is 60% due to one factor. Master it.
bulletAllocate your time right with simple coding strategies.
bulletTools to use or you can kiss it goodbye.
3. Scripts... Scripts... Scripts... Scripts...
bulletIdiots never write scripts.
bulletIdentify the decision-maker.
bullet30 seconds to commitment.
bulletResponses to resistance.
bulletQualifying and voicemail scripts.






4. Call process, step-by-step.
bulletWhen to call and how often.
bulletSustainable and duplicative system.
bulletGet value from no's and unreachables.
bulletHow to get "recon" info that reveals high-worth targets.
bulletOverlooked tips & tricks.
bulletGet them to pick up the phone.
5. Objections, gatekeepers, voicemail and other vermin.
bulletHandling "send some info," "we are all set," "call me back" and many others.
bulletBest gatekeeper strategies.
bulletWinning voicemail strategies.
bulletTransform these obstacles into strengths.
bulletA "Hail Mary" strategy.
6. Follow-up and Plan B: How to
leverage your efforts.
bulletYour costs are upfront -- a total "drop down" and follow-up plan to get maximum return.
bulletPower calling
bulletHow to get them to call you.
bulletHow to accomplish your objectives with people who never pick up the phone.
bulletIntro to advanced strategies.