There is no magic answer to prospecting success, but there are behaviors and techniques that will make you more effective.
For salespeople, prospecting is typically the most difficult and avoidable task in their daily and weekly routine.
It is not just cold calling that many salespeople dread; it’s all forms of prospecting: asking clients and acquaintances for referrals, calling or making contact with strangers whom you have no idea if there is even a small connection, network meetings are often seen as time consuming, expensive and ineffective.
For sales professionals and small business, prospecting is the lifeblood of long- term success. Unfortunately, most sales people do not ever achieve their maximum revenue potential because they refuse to create or implement an effective prospecting plan…. nor are they willing to commit to the prospecting behaviors and activities that would increase the prospect pipeline, bring more opportunities into the sales cycle, and ultimately create more sales revenue.
In this workshop you will learn:
· How to initiate a compelling conversation on a prospecting call.
· How to determine your prospecting options and opportunities.
· What behaviors and techniques give me the best chance for success.
· How to make a prospecting plan.
· The true goal of prospecting.
· How to fight prospecting reluctance.
Larry is the president of Dallas-based Persuasive Communication, a franchise of Sandler Training Systems. Larry was previously Sales Director for VQ OrthoCare, a manufacturer and distributor of orthopedic rehab equipment. In that position, Larry built a sales network from scratch, managing a team of account executives and independent sales contractors who sold to orthopedic, pain management, rheumatology, and medically integrated clinics.
Previously Larry was Senior Regional Sales Manager – for Cool Systems Inc. / Game Ready, a manufacture of cold and vasopneumatic compression therapy products. There, Larry co-developed the firm’s national military sales strategy and developed and implemented its orthopedic growth and expansion plan.
Larry has over 30 years of sales development experience. He spent over two decades in the medical device industry working with small organizations enhancing growth in share market and new product introduction.
Throughout his career Larry has won numerous awards for sales performance, sales and development initiatives and leadership achievement.
His extensive experience in start-up territories, regional and national expansion projects and numerous sales development roles served him well in transitioning to Sandler Training Systems ownership.
Larry received a BBA in Finance/Economics from Souther Methodist University.
Because our work is supported by the U.S. Small Business Administration (SBA), and thanks to our network of 10,000 volunteers, we are able to deliver our services at no charge or at very low cost.