Pre-Call Planning Client Acquisition Series Module 1
Client Acquisition Series Introduction Welcome to the first module of the Client Acquisition Series. The goal of this series is to provide concentrated practice time to develop specific skills. We have gathered the essential R3 service and sales skills as well as the best practices from our own NSB subject matter experts to create workshops that include a brief review and tons of practice time. Client Acquisition Series Modules 1. Pre-Call Planning 2. Outbound Calling 3. Building Rapport/Center of Influence 4. Discovering Needs 5. Presenting Solutions 6. Overcoming Objections/Closing the Sale 7. Partnership Selling 8. Sales Coaching for Managers Pre-call Planning Workshop Objectives At the end of Client Acquisition module 1, you will be able to use the various prospecting tools available to you to design your customized pre-planning process and checklist. Workshop Agenda Overview of various tools and resources Apply tools and resources using real-life case studies Customize the process and design a checklist that works for you Action Planning 3
County Clerk FFN/ DBA Filings Prospecting/Sales Lead Tools Access Access www.google.com 4
Access www.linkedin.com QlikView Additional Prospecting & Sales Lead Sources Tips TLorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy Tips Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy Tips Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod eirmod eirmod eirmod 5
Exercise 1 Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et accusam et justo duo dolores et ea rebum. Stet clita kasd gubergren, no sea takimata sanctus est Lorem ipsum dolor sit amet. Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et accusam et justo duo dolores et ea rebum. Stet clita kasd gubergren, no sea takimata sanctus est Lorem ipsum dolor sit amet. Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et accusam et justo duo dolores et ea rebum. Stet clita kasd gubergren, no sea takimata sanctus est Lorem ipsum dolor sit amet. Notes Duis autem vel eum iriure dolor in hendrerit in vulputate velit esse molestie consequat, vel illum dolore eu feugiat nulla facilisis at vero eros et accumsan et iusto odio dignissim qui blandit praesent luptatum zzril delenit augue duis dolore te feugait nulla facilisi. Lorem ipsum dolor sit amet, consectetuer 6
Exercise 2 Notes Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et accusam et justo duo dolores et ea rebum. Stet clita kasd gubergren, no sea takimata sanctus est Lorem ipsum dolor sit amet. Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et accusam et justo duo dolores et ea rebum. Stet clita kasd gubergren, no sea takimata sanctus est Lorem ipsum dolor sit amet. Lorem ipsum dolor sit amet, consetetur sadipscing elitr, sed diam nonumy eirmod tempor invidunt ut labore et dolore magna aliquyam erat, sed diam voluptua. At vero eos et accusam et justo duo dolores et ea rebum. Stet clita kasd gubergren, no sea takimata sanctus est Lorem ipsum dolor sit amet. Duis autem vel eum iriure dolor in hendrerit in vulputate velit esse molestie consequat, vel illum dolore eu feugiat nulla facilisis at vero eros et accumsan et iusto odio dignissim qui blandit praesent luptatum zzril delenit augue duis dolore te feugait nulla facilisi. Lorem ipsum dolor sit amet, consectetuer 7