Description
Course Objectives
Successful completion of this course will increase your ability to do the following:
- Identify strategies to use for preparing to open the sales call
- Describe the traits that help you to be successful when opening the call
- Explain the importance of building rapport
- Demonstrate how to open the call using a consistent framework
- Describe tips for successfully opening the sales call
Key Topics Covered
This course explores the following subjects in depth:
- The framework of a successful first call with a customer which allows you to plan for, and subsequently open the call with confidence
- How to develop an agenda that resonates with your prospect’s situation and then communicate that agenda in a clear and concise manner
- Strategies for introducing everyone on the call and reviewing the agenda in your own words
- How to clearly describe what your company does and the ways you can help to gain customer buy-in and to open the door for a two-sided conversation later in the meeting
- Situations when you must adapt your agenda to meet customer expectations
- The typical progression of a customer’s thoughts on making a change and the importance of anticipating business needs