Tag: sales call

The Gist:

• The outdated legacy approach to preparing for a meeting is inadequate for our current reality.
• Most preparation for sales calls falls far short of what the client might recognize as value creation.
• Planning a first sales call…

The Gist:

• The largest part of the decision to buy from you comes from your client’s experience during your conversation.
• Your best chance to differentiate yourself is found inside the sales conversation.
• Winning deals is the result of…

Prerequisite: Know the Buyer’s Stage in Their Buying Process

By knowing what stage of the buying process that your dream client is in you are better prepared to ensure that your sales call is a valuable experience for them.

If they are…

There are all kinds of ideas about how you should open a sales call. Some people believe that you need to build rapport before you focus on the purpose of your call. Others believe that you should save the rapport building until the end of the…