Seminar for inside sales about telephone prospecting

1. 8/17/2010
Learning Objectives
At the conclusion of the course, you will be able to:
 Realize that prospecting is an essential part of
getting business.
 Learn about asking customer-focused questions
 Increase understanding about the best practices for
Prospecting successful prospecting
 Develop effective emails and voice mails.
Power  Deal with resistance in your prospecting calls
 Improve the ability to always be in the “prospecting
mode.”
 Learn how successful inside sales people prospect
Presented by along with some of their best practices.
Lynne Peer, President
Peer Resource Group
© 2010 Peer Resource Group, LLC
Prospecting Success Stories: Activity
Prospecting Success Stories
Segment I
I:
The Importance of
Prospecting
 Why were these inside salespeople successful?
 When have you had a prospecting success?
What Do Customers Want from Us?
Who are Our Customers? Internal and External Customers
 Courtesy
External Customers Internal Customers
 Prompt attention
 Financial Advisors  RVP
 Ability to see the situation from
 TPAs  Marketing their point of view
 Pl S
Plan Sponsors  CConversion C di
i Coordinator  Reliability
 Manager  Personal attention
 Enroller (RPCA)  To understand their needs
 Specialized Plan Sales  Responsiveness
 Regional Acct. Mgr.  Knowledgeable answers
 Empathy
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2. 8/17/2010
Ability to See the Situation from
The Nurturing Philosophy
Their Point of View
 “A relationship is not
The most successful internals something you pursue;
 Turn the table around to see things from it’s what happens to you
the customer’s point of view.
p when you are immersed in
 Cater to the advisors. serving the dreams of your
 Really try to understand their needs. customers.”
 Let them know they are valued as customers.
 Talk about how they can be a trusted resource Tom Peters
to them, instead of focusing on product.
 Always project an eagerness to serve.
Nurturing our Customers Customer Nurturing
 An excellent way to initiate and
develop strong relationships
 Involves creating “top of mind”
Deposits
awareness in the minds of your
customers and in your mind Withdrawals
Withd l
 Paying consistent attention
 Thank you for having all the
 Knowledge based nurturing is information.  We can’t do that.
 I appreciate your getting back  I don’t know when he’ll get
an innovative approach to back to me.
to me so promptly.
increase customer base.  You have such a great attitude.  You need to call someone else.
 It’s so nice to work with you.  That’s not my area.
 You’re so detailed.  It’s out of my control.
 I agree totally.  I have no idea.
How Can You Nurture a LEAD? Challenges and Tasks
 Provide solutions

?
Provide info in a
timely manner  Establishing a relationship over the phone
 Gaining access to key influencers or decision-makers
 Give accurate  Engaging decision-makers and their teams in
information
i f ti meaningful discussion
 Offer assistance  Discovering needs; providing solutions that work
 Validating benefits of John Hancock
 Electronic calendar  Advancing the relationship over time
 Keep all informed  Understanding the business life of a financial advisor
 Go the extra mile
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