COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. September 24, 2015 | Natalie P Effectively prepare to maximize every sales call ARE YOU WINNING OR… …JUST WINGING IT?
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COMPLIMENTARY WEBINARThis document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
September 24, 2015 | Natalie Pitchford
Effectively prepare to maximize every sales call
ARE YOU WINNING OR… …JUST
WINGING IT?
“You were born to win, but to be a winner, you must plan to win, PREPARE to win and expect to win.”
• What is their business?• What are their key objectives?• What is the overall state of their business or what is happening in their business? (Growth mode, losing market share, entering new markets/intro new products, recent announcements)
• Sources: Annual reports, search engine news, social media pages
What is happening in their industry/market?• Regulatory changes• New customer requirements• Competitive landscape• Source: Search engine industry/market news, social media pages
Step 3: Identify what you don’t knowMake a list of the questions to ask your prospect─ About info you uncovered in your background prep─ Areas of priority, focus and timelines to uncover compelling
events─ Who else would be involved in evaluating your solution─ Timelines
Step 4: Have an ‘Ask’… A link to continue to develop the opportunity
Don’t leave without asking for something to move the opportunity forward─ Date for next meeting─ Intro/connection to others who will be involved in the process─ Next milestone that buyer needs to achieve