After you have completed this unit, you will understand:
- Building rapport and winning the prospect's confidence;
- Establishing yourself as a courteous, competent professional who is worth listening to;
- Identifying prospects' special needs and wants and concerns, and demonstrating your expertise so that people will want to meet with you;
- Pre-approach letters and types of e-mail and snail mail approaches;
- Rules of the National Do-Not-Call Registry;
- The importance of the telephone approach;
- Techniques to make your telephone approach as productive as possible;
- Tips to overcome telephone obstacles;
- Setting a specific date, time, and reason to call your prospect again, if you can't set a scheduled meeting the first time you call;
- Making objections work for you;
- How to use voice mail and e-mail effectively; and
- Face-to-face approaches.
The components listed below interact with this section and can be found by navigating to the
ON-Net Forms Catalog.
(User log-in required.)
NOTE: It is recommended that students have hard copies of all forms referenced in this material. Please order or print the forms listed below via the ON-Net Forms Catalog for use as a reference throughout the course.
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