Getting The Most Out Of This Training Manual
Review The Training Manual From Beginning To End
A Short Quiz
I've Been Selling For 30 Years
Learn To Love The Phone
The One-Percent Rule
You Must Be Prospecting Every Day
Your Goal Is To Search For Prospects Who Are In The Market TODAY
Expect Rejection, But Don't Take It Personally
Search For People You Like
The Rule Of A Hundred
Your First Pass Through The Stack
Making The Rule Of A Hundred Work For You
Deciding When To Discard A Name
Your Goal Is To Find Large Numbers Of Prospects
Processing Your Lead
Put Each Lead On A Separate Piece Of Paper
Record Detailed Notes Of Every Telephone Call
Use Cryptic Marks To Save Yourself Time
Finding People You've Left Messages For
Don't Leave Voice Mail Messages
Working Your Lists Of Names
Getting The Most From Your Business Cards
Getting The Most From Bingo Or Reader Response Cards
Working The System
Keeping Track Of Your Telephone Activity
Schedule Time To Make Your Calls
Schedule An Appointment With Yourself
Adding Prospects To Your Database
Putting Your Prospects Into Your Database
Finding People In Your Database
Write Notes of Meetings And Conversations
Schedule Follow-Up Calls and Things To Do
Keep In Touch With Your Customers, Clients And Prospects
You Need A Great Elevator Speech
Passing The SO WHAT! Test
Keeping The Conversation Going
Examples Of Good Elevator Speeches
Create Your Elevator Speech
Do You Have A Moment
Blowing Through Leads
Five Words That Changed My Life
A Simple Yes or No Question.
Making Your Telephone Call
Step 1: Do You Have A Moment?
Step 2: Deliver Your Elevator Speech
Step 3: I Was Calling to See If I Could Take a Moment
Step 4: Use A Turnaround Question
Using Turnaround Questions
Start With Soft Questions
Then Ask More Pointed Questions
Examples Of Client's Questions
Turnaround Questions Stimulate Conversation
Create Your Own List of Turnaround Questions
How Do You Come Across on the Phone?
Your Feelings And Emotions Come Across Loud And Clear
Keep A Smile On Your Face
Be Enthusiastic
Hear How Others Hear You
Make Your Voice Sound Interesting
Improve Your Productivity By Using A Telephone Headset
Get On The Phone
Getting through To Your Party
Take Notes Of The Conversation
How To Call A Stranger
Your Call Goes Through
You Get Voice Mail
You Get The Secretary
Dealing With Voice Mail
The Telephone Is Your Friend
