1. Your learning journey… Your MAB learning journey Prospecting

2. Your learning journey… Objectives By the end of today you will be able to understand : The 4 P’s How to work out ‘your lot’ How to work with the end in mind How to measure success The importance of getting a reason to talk The importance of promoting Quality and service – not price

3. Your learning journey… The 4 P’s Prospecting Product Knowledge Presentation Personal Development 30% 50% 10%

4. Your learning journey… The Prospecting Log DayCallsContactAppt BookedInterviewSaleIncome Monday Tuesday Wednesday Thursday Friday Saturday

5. Your learning journey… Tips Only sell the appointment on the phone Use a script, but don’t be scripted Give a potential client a reason to want to listen to you as early as possible Never sell on price – it is the easiest thing for the competition to duplicate Accept you will get ‘no’s. All the top sales people get the most no’s because they ask the most people. No today is only No today Sell yourself as being busy so people want to see you If someone already has the product then great. It shows they believe in it and they also will know what it costs If a client objects, use the line “many of my clients said that, until...........”

6. Your learning journey… Monitor Successes & Trends Calls Appointments Turn-ups Sales Value

7. Your learning journey… Objectives By the end of today you will be able to understand : The 4 P’s How to work out ‘your lot’ How to work with the end in mind How to measure success The importance of getting a reason to talk The importance of promoting Quality and service – not price