Finding prospects, or prospecting, is a key sales activity to grow the top line of almost any business. However, in a variety of industries, statistics show that 78% of new and potential prospects are “lost” in the first few engagements. The ability to effectively prospect and leveraging the power of referrals from existing clients are essential capabilities.
Improving these capabilities by increasing the confidence in approaching prospects, greatly improves the conversion rates. This results in more effectively “filling the funnel”, drastically increasing the opportunity to grow the top line.
This workshop is designed to create an understanding of how many prospects are needed and how to increase the “permission to proceed” from the first few seconds of engagement and increase the confidence in approaching prospects.
Carl is a serial entrepreneur and one of the sought out sales trainers in the financial services industry. He is currently the master trainer for private banks including UBS, Credit Suisse, Julius Baer, Standard Chartered Private Bank and Bank of Singapore. He is also coaches financial professionals and leaders from insurance companies such as Prudential and AIA, to asset management firms, including Franklin Templeton and Amundi.
He serves on several boards of MNCs and non-profit organizations. Prior to setting up his own businesses, Carl held C-level and director positions in the USA, Japan, South Africa, Malaysia and Singapore. Carl has a bachelor’s degree in business from Lewis & Clark College, a post grad in International Marketing from Portland State University, a masters in theology in University of Northwestern – St Paul. He is currently completing his doctorate in strategic leadership at Corban University.