When

Wednesday, February 6, 2019 from 11:30 AM to 1:00 PM CST
Add to Calendar

Where

SCORE Fort Worth
1150 South Freeway
Fort Worth, TX 76104

Contact

Joni Garza, SCORE Administrator
Fort Worth - Chapter 120
817-871-6002
scorefw@gmail.com

Prospecting for Success

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.

Larry Faigh, President

Persuasive Communication/Sandler Training

214-808-8482

larry.faigh@sandler.com

It has been said that salesman never die; they just keep closing. So when Larry Faigh decided to take on another entrepreneurial venture after 20 years of selling for Corporate America, teaching and improving selling techniques to small business was a natural next step.

Now the President of Persuasive Communication, a franchise of Sandler Training Systems, Larry was previously Director of Wholesale-Pacific for VQ OrthoCare, a manufacturer of orthopedic rehab devices.

In that position, Larry built a sales network from scratch, managing a team of account executives, independent contractors and distributors who sold into orthopedic, pain management, rheumatology and medically integrated clinic environments.

Previously, Larry was Senior Regional Sales Manager, responsible for the Southwest, Central & Midwest Regions of the U.S. for Cool Systems, Inc./Game Ready, a manufacturer of cold and vasopneumatic compression therapy products. There, Larry co-developed the firm’s national military sales strategy and developed and implemented its regional growth and expansion plan.

Before that, Larry was the owner of Sienna Medical, a medical device distributorship specializing in electrotherapy and orthopedic rehab products based in Dallas. In addition to running the business, Larry developed sales strategies for existing product lines resulting in $700K increase in first year revenue and implemented new product lines and market direction and strategies resulting in a $500K sales increase.

Larry received a BBA in Finance/Economics from Southern Methodist University.

Note: No refunds will be processed as they can be applied to future workshops.

Credit and Debit Cards or Checks are accepted for on-site registrations. No cash accepted!

SCORE is a 501(c)(3) non-profit association dedicated to helping small businesses get off the ground, grow and achieve their goals through education and mentorship. We have been doing this for over fifty years.

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.