Who should attend

Anyone who wants to sharpen their prospecting skills.

ABOUT THE Session

You’ve secured a meeting with a top prospect, which is very hard to do. Congratulations!  But now you’ve got 30 minutes or less to turn a cold prospect into a warm lead.

Acing this first meeting is often much harder than it might seem.  In your excitement to finally secure the meeting, it’s all too easy to monopolize the conversation. Not only does this turn your prospect off but it also prevents you from gathering valuable insights about them that might enable you identify the potential sales opportunity.

So, what’s the best way to handle the “first date” with a prospective client?

This session will show you how.  In this session, you’ll learn a 7-step process for how to “Win the First Date” with a prospect.  Use this process and you’ll find that you’ll be able to create an empathetic connection with your prospect, position your firm as an expert and encourage the prospect to tell you where it hurts.

Based on sales statistics, once you get your prospect to admit pain, your chance of securing that all important second meeting - and opening up an aperture for a meaningful selling conversation - will significantly increase.

what you’ll learn

• A step-by-step process for how to ace your client interactions on an initial prospecting call with a potential client;

• How to “take the temperature” of the client even before you walk in so that you can strike the right tone from the get go;

• How to prepare and deliver an elevator pitch that makes a great impression;

• A method you can use to get even a reticent client to open up and reveal where it hurts; 

• The importance of being cautious about jumping into details about a specific product or solution;

• How to use storytelling techniques to reinforce your key points, making them more credible and memorable;

• Some time-tested strategies to help with objection handling and answering tough questions. 

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