Sales Cycle Mastery “201”

Building On Your

Success

Focus on

E x e c u t i o n

“201” FORMAT

Six Sessions Every other month (Feb.–Dec.); 2 hours each

Sales Cycle Mastery

Pre- Work Think

Time

Monthly Calls with Kelly

New Learning

to Enhance Results

Review / Build on “101”

Content

A word about

PRE-WORK…

1.  Review the Prospecting System 1-pager and your session notes (Jan. 2017).

•  What systems have you successfully implemented?

•  What new/enhanced systems do you need to implement in order

to achieve mastery?

2.  Be prepared to share your monthly referral # - broken down by segment,

and where you finished in January compared to that goal.

3.  Be prepared to role play your prospecting language

(including using a feed list), as well as your

objection-handling.

PRE-WORK FOR FEBRUARY SESSION Part 1: Prospecting 101

1.  Review your last 50 FFs.

•  Be prepared to share the high, low and average income for those prospects.

•  Overall, how do these FFs compare to your ideal prospect?

2.  Create a “Future Client List.”

Build to 150 names. Goal is to have 50 names by our February session.

•  Analyze your top 20 clients.

•  If you could add 150 new clients that look just like these over the

next 6-18 months, would you want them? What would that mean to your practice?

•  What do your current Top 20 clients have in common?

•  How did you meet them?

•  What additional information would you need in order to build your

Future Client List to 150 names? How can you get that information?

•  Whose help do you need?

PRE-WORK FOR FEBRUARY SESSION (con’t) Part 2: Taking Prospecting to the Next Level

HOW?? Here are a few ideas to get your creative thinking started: 1)  Identify the 20 most influential people in your market à lunch

2)  Take a “by profession” or “by company” approach

3)  Ask for help from your existing top clients

4)  Use the internet to research

5)  Leverage home office resources

There is no “right” way to do this. The GOAL is to help you create a list of potential clients that are EXCITING and also REALISTIC for you to purposefully be introduced to in the next 6-18 months!

Your level of is predetermined only by

your level of

success effort.