What consistently separates top performers from the rest is that the most successful take a structured approach to their sales calls.
Following a structure allows you to focus, to be patient and to have increased confidence because you are in control of the process.
In this talk you will learn about:
· Setting the stage: how to establish rapport
· Assessing need: how to uncover explicit and implicit needs
· Leveraging knowledge: how to put information to work for you
· End Game: how and when to ask for the business
· Silence: the hidden tool in the sales toolkit and how to use it
Before I launched my practice in 2009 I had a successful 15 year career in business to business and business to consumer sales where I experienced firsthand the importance of structure in action.
Following a structure allows you to focus, to be patient and to have increased confidence because you are in control of the process.
In this talk you will learn about:
· Setting the stage: how to establish rapport
· Assessing need: how to uncover explicit and implicit needs
· Leveraging knowledge: how to put information to work for you
· End Game: how and when to ask for the business
· Silence: the hidden tool in the sales toolkit and how to use it
Before I launched my practice in 2009 I had a successful 15 year career in business to business and business to consumer sales where I experienced firsthand the importance of structure in action.