EventSpan

Speaker:

Nick Miller - Clarity Advantage

Full description:

Congratulations!  You made it past the gatekeeper and booked an appointment with one of your prospects, a small business owner or a CEO in a larger company.  Now what?

While your prospect's expectations of you may vary based on why she thinks you are coming, whether you were introduced by a trusted colleague, and a host of other factors including the type and size of business she runs, how busy she is, and the local business culture - we get to the same point, eventually - don't waste my time.

Join Nick Miller, President of Clarity Advantage, author of "The Sales Accelerator" and "Winning at Prospecting" books, and writer of the popular Weekly Sales Thought for First Calls On Prospects - a fast-paced and high-value one-hour web seminar on Thursday, November 19, 2009 at 12:00 PM ET.

During this one-hour session, Nick will cover three critical points for successful first calls:

1. Preparing to propose an appointment to a prospect - setting a premise for the conversation which will serve both you and your prospect well. 
2. Preparing for your first conversation - developing the perspective needed to establish your credibility and earn the opportunity for additional conversation.
3. Leading a first call - whether you have 15 minutes or 30 minutes, making the best use of your time in order to "wow" the prospect and earn a return visit.

Intended audience: Bank salespeople who are meeting with owner-managed, owner-led companies with annual sales ranging from $500,000 to $20 million.

What you will learn:

• How to generate higher levels of prospect interest and trust
• How to articulate your personal and the bank's strengths for a particular prospect
• Ways to engage prospects to continue discussions beyond the initial meeting