1. Planning the Sales Call April 5, 2012

2. 1. Relationships: Start with a Call Plan Payer’s business name _________________________ Person’s name and title_________________________ History & starting position _____________________ ____________________________________________ Your reason for the call ________________________ Possible resistance ____________________________ Resistance handling strategy _____________________ Your introductory statement & question____________ _____________________________________________ Desired result or desired next step ________________

3. Delivering Your Introduction Introduce yourself and your…Purpose and Agenda End with engaging question Your intro statement: (your value statement) ____________________________________ Question: _________________________________ _________________________________________

4. Be Ready for Resistance Resistance you expect: Your answer:

5. Questioning 1. Prepare written questions before the call 2. Be prepared to take notes 3. Reasons for questioning: To qualify them To demonstrates your expertise in the industry To further develop the relationship To understanding of their key goals or needs “Judge a man not by what he says but by what he asks.” Socrates

6. Write Your Questions 1________________________________________ 2________________________________________ 3________________________________________ 4________________________________________ 5________________________________________ 6________________________________________ Note: your questions should qualify the customer’s attractiveness.

7. An Application Select a common objection from your job: “You don’t have service x and y.” Acknowledgement_______________________ Questions (soft then solving)_______________ ______________________________________ Solution_______________________________ ______________________________________ Ask for agreement_______________________