Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Table of Contents

Reviews 3
Dedication 4
Acknowledgements 9
How to use this book 13

Chapter 1: How does a prospect think? 16
The story of Pat 16
Definitions 17
Know thyself 18
DiSC® behavior assessment 19
The DiSC Learning Model 20
Connect-Connect-Connect 22
Working with Personal Behavior Styles 22
How to interact, persuade and sell effectively with each quadrant 24
Now behave! 27
Kolb's experiential learning styles model 28
Four learning styles 35
Master behavior and learning styles 35
Fear of rejection 38
Inactivity is a decision 39
What if you don’t… 40
Control that fear! 42

Chapter 2: He shoots, he scores! 43
What are goals? 43
Setting your goals 45
SMARTER goals 47
Fear of goal setting 49
Goal Setting Formula 53
Sales Pro Calling Success Tracker 59
212: The Extra Degree 60
Actions vs. accomplishments 60
What about those risks, obstacles and issues? 61
Adjusting your attitude 63
Make your self-talk positive too 64

Chapter 3: What prospects value 67
The power of UVP 67
What are you selling? 69
Understanding USP and UVP 70
Uncovering your USP and UVP 72
Online survey resources 72

Chapter 4: Ready, fire, aim! 77
Start with the end in mind 83
Your target market 85
Why define a target market? 85
How do you define your target market? 86
Just hatched? 91
The Pareto principle 91
Your target market action plan 92
Finding the Decision Maker 94

Chapter 5: Cultivating great bedside manners 101
Developing your approach 101
No such thing as a cold call 104
Tone on the Phone 104
Have a purpose 105
Nurturing your leads 105
Telephone approach 106
Voicemail approach 107
Email approach 108
Approach letter with/without information packet 108

Chapter 6: Circling the wagons 113
The Numbers! 114
Timing 116
Weekly calendar 118
Call and contact sequence 123
Technology options 125

Chapter 7 Breaching the fortress 139
Approach letters 140
Approach letter template 141
Approach Email 149
Readability statistics 149
Subject lines 151
All about your opening statement 154
Opening statement mastery 156
Start with benefits 156
What’s new? 156
Simplify your approach 157
More good words to use 158
Avoid these worn out phrases 159
Don’t forget FUD 160 Opening statement template 162
Signature blocks 163
Email timing 164
Voicemail and live messages 166
Sacred rules of all approach calls 166
Script mastery workshop 168
Script examples and creation 170
Sales Clown sample voicemail #1 171
Sales Pro sample voicemail #1 172
Your turn 173 Sales Pro example live call #1 173
The close! 177 Sales Pro sample voicemail #2 186
Sales Clown sample email #2 188
Sales Pro sample email #2 189
Email content 190 Opening statement mastery workshop 191
Putting it all together 192
Objection handling 198
Objection mastery 200
Cutting your losses 202
Email follow up #3 204

Chapter 8: Objectives are closer than they appear 207
Sales professionals’ biggest mistakes 208
Using LinkedIn Effectively 209
LinkedIn Checklist 209
Ten Tips on Building a Strong Profile 209

Chapter 9 Soup to Nuts 212

Chapter 10 Your SMART Prospecting launch 245

Appendix A: Understand Your Behavior 247
Recognizing and Working with Personal Behavior Styles 250
Appendix B: Prospect Psychology Template 253
Appendix C: Opening statement template 255
Appendix D: Daily Time Management Log 257
Appendix E: Sales Sense Letter Framework 261
Appendix F: Prospect Approach Planning Checklist 262
Appendix G: Pre-call checklist 265
Appendix H: Post-call Evaluation 267
Appendix I: Call script worksheets 269
Appendix J: SMART Prospecting: That Works Every Time! book evaluation 274

Thank you! 274
Appendix K Index 275
Call me! 283

Get More Face Time and Higher Close Rates--the SMART Way

Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever.

"Krause is an uncommon salesperson and author who can turn his common sense into your common dollars." -- Jeffrey Gitomer, author of The Little Red Book of Selling

"By implementing Mike’s strategies, you will reap the benefits of making stronger connections with your ideal clients. Read it, use it, and succeed!" -- Tom Hopkins, author of How to Master the Art of Selling

"Smart Prospecting cuts through the clutter and gets to the heart of making cold calls successfully." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies

"This is not just a must-read, it is must-do book for everyone in sales." -- Stephan Schiffman, author ofCold Calling Techniques (That Really Work!)