CFTEA

Opening the Sales Call

$60.00

SKU: 8652 Category:
Code: H1577SP

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
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