Successful Prospecting
Suggested Strategy: Utilizing a Define & Coach strategy, set the defined
expectations for what this person must accomplish as it relates to
prospecting.
Suggested Questions:
→ Define & Coach: When thinking about prospecting in your position,
how do you think you would specifically define what it might look like to
prospect successfully?
→ Success Imperative: In what ways will you specifically take action to
successfully implement prospecting into your routine in the coming
week?
Suggested Activities:
→ Teach Me: Ask the individual to walk you through specific situations in
which they will apply successful prospecting in the coming week and
how their actions will help them to implement the definition discussed
earlier into their daily routine.
→ Brainstorming: Work with the individual to create a list of strategies to
utilize in their prospecting efforts – this can include platforms to use,
scripts for voicemails, and scheduling tips. Have them keep in mind as
you do this exercise where they might specifically implement these
strategies in their prospecting routine.
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