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Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Book Description

Get More Face Time and Higher Close Rates--the SMART WaySmart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever.

Table of Contents

  1. Cover
  2. Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
  3. Copyright Page
  4. Preface
  5. Contents
  6. Acknowledgments
  7. Introduction
  8. How to Use This Book
  9. Chapter 1 How Does a Prospect Think?
    1. THE STORY OF PAT
    2. SALESPERSON DEFINITIONS
    3. KNOW THYSELF
    4. DiSC BEHAVIOR ASSESSMENT
    5. THE DiSC LEARNING MODEL
    6. CONNECT-CONNECT-CONNECT
    7. WORKING WITH PERSONAL BEHAVIOR STYLES
    8. How to Interact, Persuade, and Sell Effectively with Each Quadrant
    9. Now Behave
    10. KOLB’S EXPERIENTIAL LEARNING STYLES MODEL
    11. FOUR LEARNING STYLES
    12. Master Behavior and Learning Styles
    13. FEAR OF REJECTION
    14. INACTIVITY IS A DECISION
    15. WHAT IF YOU DON’T …
    16. CONTROL THAT FEAR
    17. CONNECT-CONNECT-CONNECT
  10. Chapter 2 He Shoots, He Scores!
    1. WHAT ARE GOALS?
    2. SETTING YOUR GOALS
    3. SMARTER GOALS
    4. FEAR OF GOAL SETTING
    5. Identify Unfounded Fears
    6. Feel Your Fear and Do It Anyway
    7. GOAL-SETTING FORMULA
    8. Online Goal-Setting Help
    9. Sales Pro Calling Success Tracker
    10. 212: The Extra Degree
    11. ACTIONS VERSUS ACCOMPLISHMENTS
    12. WHAT ABOUT THOSE RISKS, OBSTACLES, AND ISSUES?
    13. Adjusting Your Attitude
    14. Make Your Self-Talk Positive Too
  11. Chapter 3 What Prospects Value
    1. WHE POWER OF UVP
    2. WHAT ARE YOU SELLING?
    3. UNDERSTANDING USP AND UVP
    4. UNCOVERING YOUR USP AND UVP
    5. Online Survey Resources
    6. Your Results
    7. Your Turn
  12. Chapter 4 Ready, Fire, Aim!
    1. GOOD SELLING IS GOOD LISTENING
    2. START WITH THE END IN MIND
    3. The Art of Closing by Listening
    4. YOUR TARGET MARKET
    5. WHY DEFINE A TARGET MARKET?
    6. HOW DO YOU DEFINE YOUR TARGET MARKET?
    7. JUST HATCHED?
    8. THE PARETO PRINCIPLE
    9. Your Target Market Action Plan
    10. FINDING THE DECISION MAKER
  13. Chapter 5 Cultivating Great Bedside Manners
    1. DEVELOPING YOUR APPROACH
    2. NO SUCH THING AS A COLD CALL
    3. Tone on the Phone
    4. HAVE A PURPOSE
    5. NURTURING LEADS
    6. TELEPHONE APPROACH
    7. VOICE MAIL APPROACH
    8. E-MAIL APPROACH
    9. Approach Letter with or Without an Information Packet
  14. Chapter 6 Circling the Wagons
    1. THE NUMBERS
    2. TIMING
    3. WEEKLY CALENDAR
    4. Hail Mary Moves
    5. CALL AND CONTACT SEQUENCE
    6. ALTERNATIVE METHODS
    7. TECHNOLOGY OPTIONS
    8. CONTROLLING COMMUNICATIONS
    9. CONTROL THE SOCIAL MEDIA MADNESS
    10. Murphy’s Law Web
  15. Chapter 7 Breaching the Fortress
    1. APPROACH LETTERS
    2. Check Your Work
    3. APPROACH E-MAIL
    4. Readability Statistics
    5. SUBJECT LINES
    6. ALL ABOUT YOUR OPENING STATEMENT
    7. OPENING STATEMENT MASTERY
    8. Start with Benefits
    9. What’s New?
    10. Simplify Your Approach
    11. MORE GOOD WORDS TO USE
    12. AVOID WORN-OUT PHRASES
    13. Don’t Forget FUD
    14. Signature Blocks
    15. E-MAIL TIMING
    16. VOICE MAIL AND LIVE MESSAGES
    17. SACRED RULES OF ALL APPROACH CALLS
    18. Sales Pro Tips
    19. SCRIPT MASTERY WORKSHOP
    20. Call Script: Find the Decision Maker
    21. Tips
    22. Call Script: Decision Maker Identified, Voice Mail Option
    23. SCRIPT EXAMPLES AND CREATION
    24. Sales Clown Sample Voice Mail 1
    25. Sales Pro Sample Voice Mail 1
    26. Your Turn
    27. SALES PRO LIVE CALL 1
    28. Sales Clown E-mail 1
    29. Sales Pro E-mail 1
    30. Your Turn
    31. The Close
    32. OBJECTION HANDLING: HEAD THEM OFF AT THE PASS
    33. THE FAMOUS FEEL, FELT, FOUND
    34. OBJECTION RESPONSES
    35. Sixteen Strategies (and a Bonus) to Shorten the Sales Cycle
    36. MORE EXAMPLES
    37. Sales Clown Sample Voice Mail 2
    38. Sales Pro Sample Voice Mail 2
    39. Your Turn
    40. Sales Pro Sample Live Call 2
    41. Sales Clown Sample E-mail 2
    42. Sales Pro Sample E-mail 2
    43. Your Turn
    44. E-MAIL CONTENT
    45. OPENING STATEMENT MASTERY WORKSHOP
    46. Sales Pro Tips
    47. PUTTING IT ALL TOGETHER
    48. Gatekeeper Script: Information Call
    49. Gatekeeper Script Variation: Voice Mail Option
    50. Decision Maker Call Script: First Call
    51. Decision Maker Call Script: Follow-Up to Packet Call
    52. Conclusion 1
    53. Conclusion 2
    54. OBJECTION HANDLING
    55. OBJECTION MASTERY
    56. Multiple Objections in Succession
    57. CUTTING YOUR LOSSES
    58. Good-Bye, So Long Example: Voice Mail 3
    59. E-mail Follow-Up 3
  16. Chapter 8 Objectives Are Closer Than They Appear
    1. SALES PROFESSIONALS’ BIGGEST MISTAKES
    2. Using LinkedIn Effectively
    3. TEN TIPS ON BUILDING A STRONG PROFILE
  17. Chapter 9 Soup to Nuts
    1. THE SELLING GROUP SALES PROCESS
    2. YOUR COMPUTER VIEW
    3. SALES PRO TIPS:
    4. SALES PROCESS STEPS
    5. SALES PRO TIPS:
    6. SALES SENSE LETTER FRAMEWORK
    7. SAMPLE LETTER TO PROSPECT
    8. Sales Pro Tips:
    9. OPTION #1:
    10. OPTION #2:
    11. OPTION #3:
    12. THE CLOSE: IF PROSPECT ASKS YOU ANY QUESTIONS
    13. Options:
    14. MORE INFORMATION REQUEST:
    15. APPOINTMENT INVITATION AND SOCIAL MEDIA INTEGRATION:
    16. Sales Pro Tips:
    17. FIRST VOICE MAIL—VM #1
    18. IMMEDIATELY SEND E-MAIL #1:
    19. SECOND VOICE MAIL—VM #2
    20. IMMEDIATELY SEND E-MAIL #2
    21. THIRD VOICE MAIL—VM#3
    22. IMMEDIATELY SEND E-MAIL #3
    23. Objection: “We Are Already in a Relationship.”
    24. Objection: “We Have No Issues.”
    25. Objection: Whatever Their Objection Is
    26. OBJECTION RESPONSES
    27. THE OPTOMETRIST!
    28. ROAD MAP TO SUCCESS
    29. Sales Pro Tips: Preparing for Your First Face-to-Face Call
    30. Questions to Ask on the First Call Include the Four Critical Elements in Any Sales Process
    31. Sample Pain Letter
    32. Selling Team:
    33. XYZ Company:
  18. Chapter 10 Your SMART Prospecting Launch
  19. Appendix A Shared Traits Worksheet
  20. Appendix B Opening Statement Template
  21. Appendix C Daily Time Management Log
  22. Appendix D Sales Sense Letter Framework
  23. Appendix E Prospect Approach Planning Checklist
  24. Appendix F Precall Checklist
  25. Appendix G Postcall Evaluation
    1. PERSONAL PERFORMANCE EVALUATION
    2. MEETING OUTCOMES
  26. Appendix H Call Script Worksheets
    1. FIND THE DECISION MAKER SCRIPT
    2. DECISION MAKER CALL SCRIPT: FIRST CALL
    3. DECISION MAKER CALL SCRIPT: FOLLOW-UP TO PACKET CALL
    4. CONCLUSION 1
    5. CONCLUSION 2
  27. Appendix I Smart Prospecting That Works Every Time! Book Evaluation
    1. CALL ME
  28. Notes
  29. Index
  30. About The Author