Sales Mastery: Prospecting

Master that art of fearlessly, and boldly, prospecting using proven techniques from Master Sales Trainer Eric Lofholm.

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• Prospecting Tactics and Strategies 41:17

  • 1: Introduction to Prospecting Preview 04:39
  • 2: Overcoming Call Reluctance 06:52
  • 3: The Prospecting System 05:15
  • 4: Play The Prospecting Game 05:21
  • 5: The Dream 04:09
  • 6: Sphere Of Influence Selling 06:06
  • 7: Intention 08:55

• Final Quiz 02:00

  • 8: Prospecting Quiz 02:00

Introduction – Module 1

Welcome to Prospecting Mastery! I have been prospecting since 1992. I made over 100,000 cold calls and have prospected over text, Facebook, LinkedIn, email, door knocking and walk ins. During this course, I will share my best practices on prospecting you can implement right away.

There are 3 ways to increase your prospecting results – The Inner Game, is your mindset. The Outer Game is the how to. And Action, the doing of the work. When it comes to prospecting, create a plan and write it down.

Module 2 – Overcoming Call Reluctance

How many of you should be doing more prospecting? The number one reason why most people do not do more prospecting is fear of rejection. I have developed a mindset that is duplicatable to boldly prospecting anyone. It has to do with your mindset. When you prospect, you will tend to get a “No”. The rhythm of prospecting is “no, no, no, no, no, yes”. When you get a lot of “No’s”, you tend to procrastinate on prospecting. You need to change your mindset on this. Focus on the activity like this, when you prospect, you win. When you book the appointment, you double win. You win no matter what. No’s are no big deals! In this module, I also share a story of how I prospected NBA Hall of Famer, Rick Barry.

Module 3 – The Prospecting System

Do you have a prospecting system in place? My system is to reach out to 1 – 5+ prospects per day, 5 days a week. I prospect by any means necessary – text, email, Facebook, LinkedIn, walk-ins. Another idea is, to use your smartphone and turn it into an ATM. Go through your text messages. Send a text to someone you have been in contact in the past. Go through your social media platforms and reach out to someone via direct message there. This will take a few minutes for you to do to grow your business at zero cost.

Module 4 – The Prospecting Game

One way to motivate yourself and to take action is to gamify your life. Think of a rewards programs at restaurants and stores. They reward you with a free item after purchasing a set number of items. For the prospecting game, at the beginning of the day set a goal of how many prospects you would like to touch and keep track of it. Everything counts – dialed wrong number, text message, voicemail, email, etc. In this module, I also share how playing the prospecting game helped me connect with Michael E. Gerber.

Module 5 – The Dream 100

In this module, I will go over The Dream 100, an idea I learned by Chet Holmes. This is where you identify your top 100 prospects, and you will prospect them again and again and again until you book the appointment, or they tell you stop reaching out to them. Also, prospect your top 100 opportunities using sequential marketing. This is where your reach out to someone multiple times using different sales and marketing techniques like email, social media posts, text, or calls. This will help you open a lot of doors for you.

Module 6 – Sphere of Influence Selling

Sphere of influence selling is another idea to prospect. If you want to prospect somebody, go through someone they know so they can introduce you to them versus cold calling your prospect. This will leverage the relationship between you. This is a tremendous prospecting strategy.

Module 7 – Intention

In this module, Eric shares his stories of when he sets an intention when he prospected to achieve the results he was looking for. Always set an intention when it comes to prospecting. Congratulations on completing the course! Take action now and implement the ideas from this course to work on your prospecting skills. I want you to become my next success story!

Any sales professional.

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