CLASS 3 LEAD MANAGEMENT: How do I contact leads?

Class Agenda

Topics Covered:

  • Making the First Call

  • The Predictable Human Dynamic


Learning Objectives:


Making the First Call

  • Learn the techniques of managing a successful cold call

  • Understand the 4 approaches of finding customer contact information

  • Know the techniques of using voice mail as a prospecting tool

  • Practice the 9 key elements of opening a live cold call

  • Learn how to develop rapport over the phone

  • Review a cold call case study

  • Know the best times to call your prospects


​The Predictable Human Dynamic

  • Appreciate how prospects behave in predictable ways

  • Know and understand the skills of persuasion

  • Develop a successful prospecting formula

  • Understand the 10 success tactics to better prospecting calls Increase your return on time invested

  • Know the SMART model for setting prospecting goals

Class Lesson VIDEO

How to complete the Assignment VIDEO

Social Style Assessment

Download the Social Style Assessment

Replay Class

Unique Password Protection for Managers

Assignment 3

Activity 6

Activity 7

Activity 8

Assignment Received, Reviewed and Completed


Received: All assignments must be submitted no later than Tuesday @ 5pm EST 

Reviewed with Comments: Instructor will send comments back to you by email by Tuesday of the following week.

Completed: When Sales Activity is checked off on the Wall of Fame. Click here to check assignment status. WALL OF FAME 

Note: Assignment deposits (Received) will be posted the following business day. 

Activity 3


Read pages 14-26