Proactive Prospecting

In today's economy, most businesses cannot afford to wait for customers to beat a path to their door. Companies must “go on the offensive" and take a proactive approach to finding new sources of revenue.  Companies that achieve exceptional revenue growth understand that one of the most critical steps in building a pipeline of new prospects is to get that first appointment.  Our Proactive Prospecting workshop helps sales representatives get their “foot-in- the-door” with new prospects so they can begin selling.

The Proactive Prospecting workshop will enable sales representatives to use proven methods for capturing leads, overcome call reluctance or avoidance, capitalize upon referrals, and secure more appointments with decision-makers.  Attendees will develop a complete telephone appointment-making approach and effective strategies for anticipating responses and handling issues in order to improve their ability to get that crucial first appointment.  Sales representatives will create their own individual approach for qualifying and appointment setting, build key skills necessary to generate new business.

Attendees will learn the same skills and techniques used by Renbor clients throughout North America.

Core Learning Topics and Take Aways:

DEVELOPING AND MANAGING PROSPECTS

• Develop approach for engaging with prospects and setting appointments
• Create company and individual opening approach – Talk Track
• “Impact Questions”
• Implement Take Away approach to prospects' reactions
• Identify specific responses
• Review managing techniques for common and recurring objections
• Drive for commitment – Focus on closing the appointment
• Understand how to leverage questions in setting appointments
• Introduce methodology to improve effectiveness:
  • Voice mail, E-mail, Gate Keepers, More!

Participants will see immediate payback for this one-day workshop as participants begin using these new skills the very next day.

Sales people can't live with it, you can't grow your business without it.  If your business needs new customers, your sales team needs to deliver more prospects.  This interactive session covers key aspects of prospecting and making it a consistent discipline at your company.

Added Bonus

The Power of Email Marketing or Grow Your Business with Email Marketing

Presented by Lisa Kember, Regional Development Director - Constant Contact

Did you know that repeat customers spend 67% more than new customers? Building relationships with your current customers and prospects is vital to growing your business. This session covers the basics of building and maintaining a quality subscriber list, complying with anti-spam legislation, creating appropriate content for maximum email engagement, and increasing email deliverability. This session also includes some specific instruction on how to measure the impact of a campaign and what to do with the analytics reports.

Sponsors

Investment: $325 plus HST - See Early Bird and Group Specials

Includes:

Workshop and Materials

Continental Breakfast

Hot Lunch

Snacks

The Skills to Prospect Better

Agenda:

8:00 to 9:00 Registration, Networking, Breakfast

9:00 to 12:00 Workshop

12:00 to 1:00 Lunch

1:00 to 3:00 Workshop

3:00 to 3:45 The Power of Email Marketing or Grow Your Business with Email Marketing

3:45 on Q&A

About Tibor Shanto:

Tibor Shanto is a recognized speaker, author of the award winning book Shift!: Harness The Trigger Events That Turn Prospects Into Customers, and sought after trainer.  His article "How to shorten your Sales Cycle?" was voted number one by readers of TopTenSalesArticles.com.   Tibor is a Director of and a contributor to Sales Bloggers Union, and his work has appeared in numerous of publications and leading sales websites.

A 20-year veteran of the information, content management, and financial sectors, Tibor has developed an insider’s perspective on how information can be used to, shorten sales cycles, increase close ratios, and create double digit growth.  Called a brilliant sales tactician Tibor shows organizations how to execute their strategy by using the right combination of strategic and tactical execution of the sales process.