PROSPECTING TO PROSPER SEMINAR The complete guide to fjnding and - - PowerPoint PPT Presentation
PROSPECTING TO PROSPER SEMINAR The complete guide to fjnding and connecting with future recruits and customers Power Point version available on Rena Drive 1 FOR THIS SESSION YOU WILL NEED THE SEMINAR THE WORKBOOK YOUR CIRCLE YOUR PHONE
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SEMINAR
Power Point version available on Rena Drive The complete guide to fjnding and connecting with future recruits and customers
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(digital or printed) (digital or printed)
THE SEMINAR THE WORKBOOK YOUR CIRCLE OF INFLUENCE
(RW120) fjlled out
YOUR PHONE
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prospects
and referrals
APPROACH PRESENT
(if not successful before) FOLLOW UP Be a good Team Leader The Sale after the Sale
IDENTIFY
Establish your warm and cold markets This step takes place before the Perfect Presentation. It is included here to complete the larger context.
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Prospecting basics How to prospect Prospecting skills Practice Assessment in this session in your own time
PAY ATTENTION TO THE FOLLOWING ICONS
questions for you to answer role plays/simulations page(s) in this seminar exercises
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PROSPECTING BASICS
What is prospecting? Why do it? Who are your prospects? Your warm market is... Your cold market is... Acquaintances are… Referrals are...
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YOUR CIRCLE OF INFLUENCE
PROSPECTING BASICS
Fill out Prioritize Add contact information Your “Circle of Infmuence” (RW120)
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PREPARE
Why is it important to become a Rena Ware expert? Write down the things you are going to review. Choose from this list: 1 | 2 | 3 | 4 | 5 | 6 | 7 | The Rena Ware core purpose The Rena Ware Cause The Rena Ware Difference Rena Ware products: water fjlters and cookware The Earnings plan The Rena Ware standards of doing business The Direct Sales best practices
HOW TO PROSPECT
Become a Rena Ware expert
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PREPARE
HOW TO PROSPECT
Become a Rena Ware expert Why is it important to become a prospect expert? Read the descriptions of weary, better educated, busy prospects: do you agree? Read how to personalize your approach to these prospects: what else could you do? Who are Connectors? How can they help you?
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PROCEED
HOW TO PROSPECT
Use a variety of strategies: hunt, fjsh, farm What do hunt, fjsh, farm mean? What activities of each strategy can you do more immediately?
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PROCEED
HOW TO PROSPECT
Approach your cold market What do you use to approach your cold market? What do you do? What do you say?
Practice approaching your cold market: introduce yourself and Rena Ware
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PROCEED
HOW TO PROSPECT
Approach your warm market What do you use to approach your warm market? What do you do? What do you say?
Practice approaching your warm market: introduce yourself and Rena Ware
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PROCEED
HOW TO PROSPECT
Approach your cold/warm market What do you say to make an appointment? What do you say to ask for referrals?
Practice making appointments and asking for referrals for both markets
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PROCEED
HOW TO PROSPECT
Approach tips True or false? Correct the false statement. 1 | 2 | 3 | 4 | Reassure with your words, your voice, your face and your body. Say something to make an impression. It doesn’t matter what. Give your prospect a way out. Keep the conversation about your prospect.
Practice making appointments and asking for referrals for both markets
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PROCEED
HOW TO PROSPECT
Follow up What is the purpose of following up? Say 3 things you can tell a new customer Say 3 things you can tell an existing customer who hasn’t bought product for a long time Say 3 things you can tell a prospect who has not bought product or joined your team
Practice following up
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PROSPECTING SKILLS
Finish each sentence and answer the related question.
COMMUNICATION
Become an expert conversationalist 1 | 2 | 3 | 4 | Your prospects don’t want to… So what do you do? Ask both… What for? Find… How is this helpful? Listen to… This also helps with what?
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PROSPECTING SKILLS
COMMUNICATION
What are objections? What does L.C.O. stand for? What do you do to listen to the objection? How do you confjrm an objection?
Listen to overcome resistance 1 | 2 | 3 | Turn this objection into a question in your mind: I’m not interested. Acknowledge and confjrm. Offer an option.
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PROSPECTING SKILLS
COMMUNICATION
What does empathizing mean? What do you do to empathize? Listen to overcome resistance: extra steps 1 | 2 | Empathize with this objection: I’m not interested. Ask for clarifjcation about the objection in 1. When do you ask for clarifjcation about an objection?
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PROSPECTING SKILLS
COMMUNICATION
What are some common prospecting objections? What could be the needs underneath those objections? How can you respond to those objections? Listen to overcome resistance: manage objections
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PROSPECTING SKILLS
COMMUNICATION
What does non-verbal communication refer to? What may be your prospect’s need when he/she does this? What can you do to meet that need? Use non-verbal communication
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PROSPECTING SKILLS
PERSONAL SKILLS
What is persistence? What is resilience? What can you do to be persistent and resilient? Persistence and resilience
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PROSPECTING SKILLS
PERSONAL SKILLS
What can you do to organize your prospecting activities? Organization
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Role play 1
Role play 2 Role play 3
Appendix 8
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Stop: What did we do that is not effective or even counterproductive? Keep: What did we do that is effective and we should do more of? Start: What didn’t we do that could be effective and we should start doing?
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