Curso - Helping clients succeed®: filling your pipeline®

1 - Foundation | 60 mins

• Identify the mindsets and behaviors of top performers.
• Establish specific prospecting goals to ensure a measurable return on
  investment at the end of the 12-week implementation process.

2 - Transform the sales funnel | 30 mins

• Challenge conventional, ineffective thinking and make a conscious
  decision to approach prospecting using "reason vs. random."

3 - Intent counts more than technique | 45 mins

• Learn to focus intent on helping their clients succeed by applying the science of persuasion and by seeking mutual benefit.

4 - Prioritize | 60 mins

• Uncover specific criteria that can predictably score prospects based on
  the likelihood of becoming clients.
• Identify and target current prospects using the prioritize tool.
  Prioritize tool

5 - Prepare | 60 mins

• Discover new resources and tools for gathering research.
• Develop a strategy to create and maintain a solid referral network.

6 - Plan | 75 mins

• Gain the confidence needed to overcome objections and push-backs by
  anticipating them beforehand.
• Create carefully scripted opening statements that will pique interest and
  get meetings.
• Develop a framework for creating effective sales kits.
  Call plan

7 - The PlayBook | 30 mins

• Commit to implementing the strategies and tools over the course of
  12-weeks to ensure a sustained change in behavior.
  12-week playbook
  Implementation videos

12-WEEK IMPLEMENTATION PLAYBOOK

• Each week, for 12 weeks, participants implement the
  principles they learned in the work session.
• Participants are held accountable through regularly
  scheduled report backs to their sales leaders or coach

"Nowhere in the sales process do a few minutes of dialogue more quickly determine whether we continue or end our relationship than during the initial interaction." 
RANDY ILLIG, CO-AUTHOR, LET'S GET REAL OR LET'S NOT PLAY