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Table of Contents
Introduction
Chapter One
Preparing For Cold Calling Success
What Exactly Is Prospecting?
A Lifetime Of Prospecting
Prospecting vs. Cold Calling
Never Cold Call Again!
Why Prospect?
The New Normal
Get Comfortable With Being Uncomfortable
Become Fearless
Is Fear Real?
Focus On The Positive Outcome
The Past Doesn’t Equal The Future
Make Fear Your Ally
Eight Steps To Eliminating Fear
Choose The Fuel That Drives You
What’s The Worst That Could Happen?
The Best Kept Secret In Your Industry
The Least You Need To Know
Chapter Two
Upgrade Your Mental Operating System
How You Think Is What You’ll Get
Managing A Healthy Prospecting Mindset
When Do You Loose A Sale?
The Secret To Becoming A Top Producer (Start Thinking Like One)
How Are You Wired?
Overcoming Cold Calling Reluctance
Cold Calling Isn’t A Dirty Word
Don’t Believe Everything You Hear (and See)
What Are You Thinking?
The Joy Of Cold Calling
What A Fabulous View!
Schedule Your Upgrade
You Look Marvelous!
The Least You Need To Know
Chapter Three
Think Like A Top Producer
Change Your Mind
Make ‘Em Human
It Ain’t About You
And The Goal Of Prospecting Is…
Shopping For Customers
Create Possibilities Not Expectations
Detach From The Outcome
Focus On The Present
Opposites Attract
The Least You Need To Know
Chapter Four
Why Should I Talk To You?
What Do You Think You’re Selling?
Crafting Your Compelling Reasons For Selling Success
Include The End Result Of The Benefit
Pass The “So What” Test
Speak To Their Ear. (Make It Personal.)
Interview Your Customers
Include Testimonials Or Measurable Results
Identify Their Greatest Pain
The Shotgun Approach
Take A Test Drive
The Least You Need To Know
Tables Included:
Table To Evaluate Your Compelling Reasons
Table To Develop Your Unique Value Offering
Chapter Five
Win The Prospecting Championship With Your MVP
What Makes You Unique?
Exploit The Obvious
For The World To See
Creating Your Most Valuable Proposition
Put Me In, Coach!
The Least You Need To Know
Table Included:
Table to develop your MVP
Chapter Six
Developing Your Prospecting System
Become A Systems Oriented Thinker
Identify The Components Of Your System
The Result Is The Process
From New York to LA In One Hour
Mapping Your Prospecting Path
The Top Ten Signs Of Having A Highly Functional System
An Example Of A Prospecting System
Choose Your Vehicle For First Contact
Make A Cold Call Warm
Email, Snail Mail Or Fax?
How To Write A Compelling Letter
A Sample Introductory Letter
The Lottery Ticket
Jumping Through Hoops For Your Prospects
The Least You Need To Know
Tables Included:
Table To Develop Your Prospecting And Follow-Up System
Sample letters (Including ‘The Lottery Ticket’) and emails to send to prospects
Chapter Seven
Pre-Call Planning
The Five Degrees Of Pre-Call Planning
Get Out Of Your Own Way And Into The Prospecting Mindset
Review Your Action Plan and Approach
Who Ya Gonna’ Call? Compiling Your List
Identify Your Ideal Client
Following Up And Returning Calls
Calling New Prospects
Smile Before You Dial
Scheduling Time Blocks
Three Ways To Determine When Enough Is Enough
Make Prospecting A Non-Negotiable Activity
Expose Your Diversionary Tactics
Get Automated
Prospect, Prospect Everywhere. Nineteen Places To Mine For Prospects
The Least You Need To Know
Table Included:
Your Prospecting Strategy And Action Plan (19 places to prospect.)
Chapter Eight
The Seven Types Of Prospectors
The Pusher
The Pontificator
The Sprinter
The Copier
The Pleaser
The Educator
The Advisor
The Least You Need To Know
Chapter Nine
The Anatomy Of A Prospecting Conversation
Developing Your Prospecting Template
The Five Objectives Of A Cold Call
The Anatomy Of A Prospecting Conversation
Step 1. Your Opening Approach
Step 2. Deliver A Compelling Reason
Step 3. Get Permission To Begin A Conversation
Step 4. Conduct Your Analysis
Diagnose Rather Than Dump
To Ask Or Not To Ask
Maximize Your Prospecting Time
Right Activities, Wrong Prospect
Quality Rather Than Quantity
Step 5. Summarize To Create Consensus
Step 6. Reconfirm Interest
Step 7. Confirm The Next Step
Mind Your Manners
The Least You Need To Know
Chapter Ten
Defusing And Preventing Initial Objections
Become Responsive Rather Than Reactive
Are Your Selling Skills Revolving Or Evolving?
The End of the Sales Slump
Are You Their Advisor Or Adversary?
The Question Is The Answer - The Power Of Questions
Stop Closing, Start Opening
Defusing Initial Objections
Patching Your Achilles Heel Permanently
Collateral Damage And How To Avoid It
While You Have Their Attention - Opt In
Prospecting Your Prospects?
The Least You Need To Know
Table Included:
Chart To Write Down Your Objections And Your Responses To Each As They Compare To Your Competition
Chapter Eleven
Getting Your Calls Returned
The Formula For Crafting Compelling Voice Mail Messages
Fifteen Seconds Of Fame. How Long Should Your Voice Mail Be?
Give Them A Reason To Return Your Call
Don’t Give Away The Farm
Create Five Unique Voice Mail Messages
Use Multiple Methods Of Contact. Twelve Ways To Contact An Elusive Prospect
Speak With Enthusiasm
Directions To Carnegie Hall
The Least You Need To Know
Chapter Twelve
Five Surefire Ways To Make The Gatekeeper Your Ally
Forget ‘Gatekeeper.’ How About Concierge?
The Concierge Is Your Friend
Brutal Honesty
Ask For Help
What’s In A Name?
When Is The Meeting?
They’re Expecting My Call
The Back Door Approach
The Least You Need To Know
Chapter Thirteen
3-2-1 Contact! You’ve Made It. Now What?
Are You Helping Your Competition Sell More?
The Objective Of A ‘Follow-Through’ System
After Your Initial Contact, Just Follow Up!
Keep The Fire Alive
Preventing Warm Prospects From Turning Cold
Deliver Value In Every Call
Bridge Each Conversation
The Fax Of Cold Calling
The Anniversary Card
When Enough Is Actually Enough, Keep Going
The Lifetime Value Of A Client
Getting To The Truth
The Least You Need To Know
Chapter Fourteen
Networking and Referrals - Reach Out and Sell Someone
The Six Laws Of Networking - Prospecting’s Hidden Treasure
So, What Do You Do? Effective Networking Strategies
Developing Your Laser Introduction
Making The Phone Ring
What Constitutes A Referral?
Warm Calling – Generating Referrals
Develop Your Referral Team
A Sample Letter To Send To Your Referral Team
How To Ask For A Referral
Building Your Referral Engine
A Referral Letter Template
When Good Referrals Go Bad
You Can Only Lead A Horse To Water
The Least You Need To Know
Examples Included:
Sample referral letter and sample letter for your referral team/circle of influence
Chapter Fifteen
Measure It So You Can Manage It
Extreme Productivity - Develop Your Personal Navigation System™
Identify Your North Star
Set Your Measurable Goals
Align Your Actions With Your Intentions
How Much Prospecting Is Enough? Developing Your Formula For Selling Success
What Did You Expect To Happen?
Is Prospecting A Numbers Game Or An Art?
When Being The Best Isn’t Good Enough
The Least You Need To Know
Tables Included:
The Formula For Selling Success
Table To Write Down Their Goals
Chapter Sixteen
Prospecting Diagnostic and Tune Up
Get Ready For Prime Time
When Do You Operate At Peak Performance?
Stay Positive! Become Teflon
A ‘No’ Is Great To Hear!
Change Is The Only Constant… Sometimes
Essential Market Research (And It’s Free!)
Costly Assumptions
Where Did That Customer Come From?
The Results Are In. Now What?
Honor The Re-Learning Process
The Least You Need To Know