How to Get Better Leads

Improve the Quality of your Leads with Specific & Easy to Follow Techniques

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"Larry gives a great perspective into Sales tactics that no other trainer or consultant I've encountered has given. My confidence in sales has improved knowing that his tactics work. I often refer his methods to my friends and co-workers in similar sales positions. He makes sales easy to understand and master for the operationally oriented. I'd recommend him to anyone looking to improve their overall sales morale."

- Anastasia Blaisdell, Principal Assistant CAHNRS Communications

Business Growth & Sales Trainer

Larry Sharpe
Larry Sharpe

I’ve trained hundreds entrepreneurs, executives, leaders, lawyers and sales pro’s from companies around the world, from new startups to Fortune 500 companies. I’ve spoken venues across the US, Europe, Asia and taught at top universities.

I’ve worked with professionals in finance, law, technology, media, retail, real estate, luxury, government, healthcare and others, including:

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Course Details

1. Introduction to Sales Training (2 lessons)

Identify your Target Audience
The most important part of sales - your market. This lesson shows you...

  • Why and how to identify your market niche
  • The 3 criteria for identifying your ideal clients
  • Craft your message to fit your market niche
  • What are the options to connect with your target market

How to Make Cold Calling Effective
Cold calling isn't easy. You can take the chill out by breaking it down to 6 steps. This lesson shows you...

  • How to introduce yourself to become as "familiar" as possible
  • How to use a "rapport item" to build a connection
  • How to use benefits to generate interest
  • How and when to use a success story
  • How to phrase your suggestion for a meeting

2. How to Network and Followup (5 lessons)

What is the real goal of networking? You won't close any deals in the middle of a networking event. The goal of networking is to build relationships. Networking is Farming - not Hunting. Your ultimate goal during networking is to BE MEMORABLE so that you can followup effectively. Because if your followup fails - your networking fails. This lesson shows you...

  • How to pick networking events to maximize effectiveness
  • What to do when you arrive
  • How to introduce yourself and peak interest
  • How to pick people to talk to for easier conversations
  • How to begin conversations & answer the question, "What do you do?"
  • When and when not to hand out your card
  • How to 'exit' any conversation in 2 simple steps
  • How and when to followup with email
  • The goal of your first meeting... what to say & why
  • How to maintain a networking schedule

3. How to Ask for, and Attract Referrals (2 lessons)

Asking for Referrals can be awkward This lesson shows you how to ask for referrals without actually "asking" and how to attract referrals by simply describing the problems you solve. This lesson shows you...

  • Simple phrasing that makes your client feel like a hero for referring you.
  • How to make referral fees feel like a "rewards" program rather a "free money" program
  • How to use social media get referrals naturally
  • How to be effective in networking groups (like BNI) without saying, "I'm looking for ..."

"I have had the privilege of working with Larry a few times over the past several years. Larry was hired by a company where I was serving as the Director of Sales and his experience and insight into the team dynamics of our organization was truly enlightening. Since then I have sought out Larry for advice and guidance. His no-nonsense hands on approach gets results."

- Thomas Maher M. Ed., Director of Sales

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