Your learning journey…
Your MAB
learning
journey
Prospecting
Your learning journey…
Objectives
By the end of today you will be able to understand:
The 4 P’s
How to work out ‘your lot’
How to work with the end in mind
How to measure success
The importance of getting a reason to talk
The importance of promoting Quality and service – not price
Your learning journey…
The 4 P’s
Prospecting
Product Knowledge
Presentation
Personal Development
30%
50%
10%
10%
Your learning journey…
The Prospecting Log
Day Calls Contact Appt Booked Interview Sale Income
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Your learning journey…
Tips
• Only sell the appointment on the phone• Use a script, but don’t be scripted• Give a potential client a reason to want to listen to you as early as possible• Never sell on price – it is the easiest thing for the competition to duplicate • Accept you will get ‘no’s. All the top sales people get the most no’s because they ask the most people.• No today is only No today• Sell yourself as being busy so people want to see you • If someone already has the product then great. It shows they believe in it and they also will know what it costs• If a client objects, use the line “many of my clients said that, until...........”
Your learning journey…
Monitor Successes & Trends
Calls
Appointments
Turn-ups
Sales
Value
Your learning journey…
Objectives
By the end of today you will be able to understand:
The 4 P’s
How to work out ‘your lot’
How to work with the end in mind
How to measure success
The importance of getting a reason to talk
The importance of promoting Quality and service – not price
