1

Getting prepared and organized

• Taking stock of your current portfolio.
• Identifying geographic sectors to prospect in.
• Listing types of companies to contact.
• Inventorying tools.
• Creating a file of prospects.

2

Learning how to make a message interesting

• Mastering interpersonal communication techniques.
• Practicing fast communication: The Elevator Pitch.
• Knowing how to introduce yourself.
• Observing the other person and practicing active listening.

3

Crafting your arguments and tools

• Planning prospecting scenarios.
• Defining and choosing tools.
• Designing documents and materials.
• Making the actions and tools consistent.

4

Prospecting over the phone

• Creating call scenarios.
• Preparing arguments based on prospect profiles.
• Triggering an appointment.
• Organizing and “timing” the pitch.
• Tracking your table of indicators and analyzing its results.
• Making each interview a chance to practice.
• Developing your resistance to failure.

5

Conducting face-to-face interviews

• Creating the interview scenario.
• Going through the phases of the interview.
• Succeeding in the discovery and pitch phase.
• Promoting your achievements and experience.
• Anticipating an improvised face-to-face.

6

Making a pitch and handling objections.

• Understanding how effective arguments work.
• Preparing responses to objections.
• Using objections to enhance your arguments.
• Plan ways to overcome objections.
• Make the price reveal less dramatic.

7

Managing your agenda

• Learning to create a prospecting pace.
• Managing your prospecting calendar.
• Plan follow-ups with prospects.