Opening Opportunity
In most B2B businesses, the most challenging aspect of selling is: opening an opportunity. This is particularly so in businesses that aren’t well-established brand names. The sales force is often the “advertising”.
In this module, we focus on the activities that secure enough appointments to open the needed opportunities.
Content includes:
- Phone and in-person cold call scripts
- Dealing with resistance
- Scripts for securing introductions
- Techniques for securing testimonials
- The accountability grid – with self-evaluation
Role plays are featured in both seminars and one-to-one coaching.
It is essential that the salesperson both have a strong belief in the offering and care about the prospect’s welfare – to overcome the resistance we usually face.
Salespeople generally need to be more assertive in this part of the sales process, as shown in the video below:
Featured Resources
-
12 Cases In Urgency Based Selling
How Urgency Based Selling helped 12 different company achieve their profitable sales objectives.
-
Request A Brochure
Check out our latest brochure!
-
Innovate Now: Scale Up with 16 Breakthrough Sales Techniques
Innovate Now shows how to sell for emotional intoxication! In modern culture, it’s an oxymoronic idea. Consider the direct and indirect impact of negative stereotypes like Willy Loman in Death of a Salesman; on the surface “joyous selling” is absurd.It’s an extraordinary idea! To potentially achieve emotional intoxication through selling, that is: heroic selling.