Finding New Clients
One-Day Warm Prospecting Workshop
Additional Modules
Qualifying Opportunities
Your time is a valuable asset, and you can't afford to waste your time chasing opportunities you cannot or will not win. Qualifying is a skill that enables you to determine, as early as possible in the sales cycle, whether there is a reasonable chance the client will proceed with the opportunity, and whether you will win!
In this workshop, you will learn the self-discipline to counter natural wishful thinking (putting a positive 'spin' on what the client says) and / or selective listening (hearing only what you want to hear) when considering opportunities. You will also learn to how to ask the right questions early in the sales cycle to help you to determine whether or not to proceed with an opportunity.
You will do this through the use and practice of the 'ADD UP' tool for qualifying opportunities. The benefits of using this tool are savings in your time, energy and resources, as well as identifying the opportunities you should win.
Diagnosing Client Needs
One of the most important skills to master is the ability to identify, understand and document client needs or requirements. The success of most sales and consulting engagements, is heavily influenced by your ability to properly diagnose client needs.
This workshop is designed to help you understand, develop, and practice asking 'Open-Mind', and 'Open-Fact', questions in order to better understand your clients challenges, problems, issues, concerns, priorities, etc. This workshop also focuses on the listening and note-taking skills required to help you assimilate what the client is saying once you've asked a 'good' question. These skills help to minimize the dangerous, but common, tendencies of selective listening and wishful thinking.
Finally, you will learn and practice a tool to help you clarify the meaning, reason, and significance of what the client has said, to better understand what the client's real need is.
Handling Objections
Whether you're trying to obtain a commitment from a client for a next meeting, to conduct a survey, submit a proposal, or get approval to start a project, you will probably encounter objections of some form or another.
When you get an objection, do you sometimes: become nervous? defensive? address the symptom instead of the problem? answer the wrong objection? And does the client like the process by which you attempt to handle their objection?
Interestingly, clients respond more positively and tend to remember over a longer term, the process by which you handled the objection, as opposed to your actual answer to an objection.
In this workshop, you will learn and practice a process for handling objections through the use of the 'CAT ACT' tool. This tool will help you uncover the real issue or objection, help you get a good answer to it, confirm resolution of it, and sometimes convert the objection into a benefit - with the client actually enjoying the process!
