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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:

  1. Plan sales and marketing activities to meet clients.
  2. Make initial contacts by phone, letter, in person.
  3. Plan to attend and be a guest speaker at meetings and seminars.
  4. Recognize the importance of and create ideas for personal marketing.
  5. Create a promotional event for potential clients to attend.
  6. Make direct marketing calls.


Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com



 


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