Workshop Overview
This course equips sales professionals and their support teams to gain meaningful insights into both organizational priorities and the personal values of key decision-makers—ensuring every outreach is relevant, intentional, and well-received. Participants learn how to eliminate the need for cold calls altogether by showing up informed, aligned, and ready to serve.
With tools like the Trust Formula and the Like-with-Like Principle, this program helps learners move beyond generic preparation. Instead, they will master how to ask better questions, reference real-world relevance, and speak to what matters most to the person—and company—on the other end.
Participants Will Learn:
- How to Create Instant Credibility: Turn insight into impact with relevant, resonant first impressions.
- The 3 Levels of Research: From expected homework to strategic personalization.
- Gaining Insight, Not Just Data: Discover behavioral styles, values, urgency, and internal pressure points.
- The Trust Formula: Build connection through informed, authentic presence.
- The “Like-with-Like” Principle: Match how they think, speak, and decide to build rapport fast.
- Crafting Meaningful First Impressions: Use what you know to engage with confidence.
- High-Value Language: Ask better questions and make meaningful statements using analogies, metaphors, and strategic references.
- The “If I Could Only Have One” Principle: Prioritize the single most powerful insight per call.
Benefits:
- Confidence in every outreach
- Conversations that feel custom, not canned
- Reduced resistance and higher receptivity
- Alignment between sales professionals and support staff
- Tools for faster access to decision-makers through relevance
Formats Available:
- 90-minute focused virtual session
- Half-day interactive workshop
- Full-day advanced training with roleplay and real-time research exercises
Who Should Take This Course:
This course is ideal for:
- Sales professionals preparing for strategic outreach
- Sales assistants and researchers supporting personalized communication
- Business developers looking to differentiate from the first contact
- Sales leaders building a culture of relevance-driven preparation
Want Every Call to Be Relevant and Welcome?
Learn how to align your message with what matters most. No more cold outreach—just warm, well-prepared conversations that open doors. Contact Dennis Fox & Co. to schedule your session.
