Prospecting
Video/Text

Prospect & Flourish: Conquering the Weakest Link in the Sales Process

1 Module 4 Parts 14 Lessons

About this Course

What's the number one cause of FAILURE for sales professionals? It is lack of prospects.

You have plenty of great resources and options at your disposal to learn more about “selling”—but most of those programs give mere lip service to the most challenging activity of prospecting. 

Introducing the all new fifth and first online edition this intense, peer-reviewed, time-tested program on prospecting: Prospect & Flourish: How to Conquer the “Weakest Link” in the Sales Process. Adapted, expanded and updated from curriculum originally created for the insurance industry, Prospect & Flourish is a comprehensive guide to business prospecting in all its forms.

This program is in “Pre-Launch” Phase, and will be FULLY LIVE on March 31, 2020.  Published Modules and Chapters are listed below, with a new Chapter going live each week.

Course Structure

For Registered Users ONLY
4 Chapters

Module I: GETTING STARTED

In these first three lessons, we address the basic fundamentals, and the very enigma of prospecting itself. We also address right away one of the most important points to remember: who your prospect, and who it isn't. After all, if everyone is a prospect, then no one is.

Lastly, we focus your attention on your messaging and presentation: the crucial element of what to say and how to say it.

INTRODUCTION 1 Lesson

Introduction

Welcome to Prospect & Flourish. In this introduction, we'll take just a few minutes to give you an overview of this program and share a little of how it came to be. We'll also provide a handful of helpful tips to keep in mind, to make the best use for yourself moving forward. 

Chapter 1: The Prospecting Enigma 4 Lessons

Lesson 1.1: What is Prospecting?

What do you think when you hear the term “prospecting?” Most people have their own personal definition of prospecting, just as they do for so many other terms that tend to be thrown about too loosely in business.  That’s why it’s important for us to quickly review some other terms and concepts that affect your work in prospecting for new customers. Before we go into the ins and outs of prospecting, we must make sure that all of us have a shared understanding of where prospecting stands, as it relates to sales and marketing as a whole.

Lesson 1.2: The Five Hurdles to Successful Prospecting

In many ways, selling is easy. But prospecting? That’s difficult. It's the very reason you are going through this program. Prospecting is the enigma that every sales professional must confront. It is also the number one reason why sales people fail, or leave their respective businesses. They simply cannot master prospecting. Here's what's holding them back.

Lesson 1.3: Know, Like & Trust

Odds are, you have heard the expression (perhaps very recently), “Know, Like & Trust.” It has become a mantra across the business landscape over the past few decades. The overall premise is that people will, generally speaking, choose to do business with those whom they know, like and trust. This applies pretty much across the board, whether you are in a B2C (business-to-consumer) or B2B (business-to-business) space. 

Chapter 1 Quiz

Now it's time to test your knowledge. Don't worry! It's multiple choice and should only take you a few minutes to get through!

Chapter 2: Not Everyone is a Prospect 5 Lessons

Lesson 2.1 If Everyone is a Prospect, then No One Is

If everyone is a prospect, then no one is. The fact is, you cannot be everything to everyone. Nor should you want to. Trying to be everything to everyone is a waste of time and energy. And it certainly won’t grow your market share.

Lesson 2.2: Do You Know Your Market?

Who will make your best prospects? It is amazing how many sales professionals fail to understand this crucial dynamic. It is a fundamental first step in any sales and marketing effort: Identify your prospective client.

Lesson 2.3: What’s Your Niche?

“Pick a Niche and Serve it Better than Anyone Else.”

This advice given to me by a mentor nearly twenty years ago. At that time, it was probably one of the most important pieces of advice ANYONE in business might receive (regardless of profession). But in today’s fast-paced digital world, it’s now more relevant than ever.

Lesson 2.4: Your Customer Persona…SIMPLIFIED!

Here is where we dive into one of the most important tools for prospecting, marketing, and sales: Your Customer Persona. Personas are used by sales and marketing professionals to tailor marketing communication to the specific wants and needs of the prospect. That’s what you will use it for. And when we refer to marketing communication, you may be thinking of sales and marketing materials, . Yes indeed it does include those things, but at the most basic and important level, it starts with your SCRIPTING.

Chapter 2 Quiz

Now it's time to test your knowledge. Don't worry! It's multiple choice and should only take you a few minutes to get through!

Chapter 3: Sharpen Your Point of Contact 4 Lessons

Lesson 3.1: Create Your Brand Message and Value Proposition

So you've begun to identify your ideal prospects, and create your Customer Persona. You may know how to seek people whom you can approach on a favorable basis—which begs the question: Why should a prospect even want to have just a twenty-minute conversation with you?

In a nutshell, this is your Value Proposition...the essence of your Brand Message.

Lesson 3.2: The Secret to Script Success

Professionals are well scripted. Amateurs ad-lib, and wing it. This is often the result of laziness— not taking the time and making the effort to prepare. Using a script, whether it is provided for you by your company, or one you write, is not about being manipulative or superficial. It is about being prepared.

Lesson 3.3: Life’s Most Important Skill

This lesson is the most important in the entire course.

We’ve given much attention speaking, scripting and outward presentation. Now we need to step back, and focus on another, crucial topic and skill: LISTENING. 

Chapter 3 Quiz

Now it's time to test your knowledge. Don't worry! It's multiple choice and should only take you a few minutes to get through!

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