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Warming up Prospects: Beyond the Cold Call
 Cold
calling can be humiliating for the caller and the receiver. But there
are ways to warm up the call and project a positive, helpful image.
This process includes identifying, locating and contacting qualified
prospects. This module covers:
- Techniques for organizing and processing
prospect names
- How to work with in-house prospect lists
- Action plan for developing a prospect list
AUDIENCE
This module is designed for salespersons and managers who need skills
in developing initial contacts with customers.
FORMAT AND LENGTH
This module can be presented in two to four hours, depending on
participants' skill level and teaching objectives. The module includes:
- Break out groups to solve team
problems
- Discussion on techniques for team
development
- Exercises and presentations
- Practice sessions and role plays
COURSE MATERIALS
The participant's workbooks contain reference text
and exercises, are bound and three hole punched. The module is divided
into three sections, one for each phase of training: the Pre-Workshop
Assignment, the Workshop Material, and the Post-Workshop Action Items.
Participant's workbooks can be used for classroom instruction or on
a self-paced basis.
The leader's guide contains the same material as
the participant's workbook, with the addition of a section of introductory
notes, answers to exercises and explanatory margin notes. The leader's
notes contain tips and techniques on setting up and administering
the session, checklists, and other teaching aids. Other beneficial
components include:
- A listing of suggested videos
which complement the material.
- Notes which highlight key points,
provide tips for training, and detail competencies to be gained.
- Margin Notes on the workshop
materials which guide the leader through the material and indicate
when to ask questions, encourage discussion, use flip charts,
break into groups, and refer to specific material.
OBJECTIVES OF THE MODULE
By the end of this module, the participants
will be able to:
- Plan sales and
marketing activities to meet clients.
- Make initial contacts
by phone, letter, in person.
-
Plan to attend
and be a guest speaker at meetings and seminars.
- Recognize the importance of and
create ideas for personal marketing.
- Create a promotional event
for potential clients to attend.
- Make direct marketing
calls.
Merit Training Corporation
Phone: 800-677-1667
e-mail: info@merittrainingcorp.com
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