| Prospecting with Purpose: Research Phase |
This module focuses on the first of three steps for effective new business development - the research phase. We will look at what differentiates the activities in this phase of prospecting from the others. |
| Prospecting With Purpose: Outreach Phase |
This module focuses on step two of effective new business development - the outreach stage. We will look at how to create compelling messages when reaching out to prospects. |
Prospecting With Purpose: Using LinkedIn and Social Media
| This module focuses on how to take the "cold" out of cold calling by using the internet and social media to make stronger connections with potential customers. |
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| Uncovering Customer Needs The Probing Process |
In this module we introduce the Probing Process to guide you through the initial inquiry and how to effectively uncover your customer's needs. |
| Understanding Behavioral Styles |
Understanding the four behavioral styles - Driver, Expressive, Amiable, and Analytical - is key to improving communication and building stronger relationships. |
| Creating Customized Solutions Using F.A.B. Statements |
In this module we introduce how to create personalized and compelling F.A.B. statements for proposals, sales presentations or site visits, as well as RFPs. |
| Creating Customized Solutions: The Presentation Process |
In this module we introduce the Presentation Process as a method for communicating your ideas and solutions professionally and powerfully. |
| Handling Objections |
In this module we introduce our L.E.A.P.® communication tool to
create dialogue with your to work through concerns and objections, to move past "no" and close more business.
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| Closing To Win |
In this module, we introduce eight different impactful approaches to effectively close business. |
