A good opening impacts the rest of the sales call.
By being yourself during the opening sales call you will be seen as more sincere. You must also demonstrate that you are confident and you must engage your customer/prospect. By doing this you are demonstrating the traits of a true professional sales rep and will be able to close more sales.
It’s important to be your authentic self so that your client can get to know you. A prospect or client likes to buy from someone they know and trust. If you are confident, sincere and engaging while you are being your authentic self, you are more likely to win the business.
To improve levels of confidence and demonstrate the traits of sincerity and to engage your customer, make sure that you practice your opening sales call.
Let’s quickly review the sales process. First, you spend time prospecting and identifying qualified leads. Next, do your homework and convince the prospect to meet with you. Now, you are about to meet face-to-face with this prospect.
This step, Opening the Sales Call, is about making a good first impression, positioning yourself as an expert and setting a positive tone for potentially doing business.
As you get to know the prospect and ask questions to understand his needs, you will determine if there is a solution your company can provide to fit his needs. Once your present that solution, you may need to overcome objections and then you will close the deal.
Lastly, you will continue to cultivate the relationship, and develop the client for life.
In this video training series, we will talk about opening the initial sales call and opening follow-up meetings. In both types of meetings, you will plan to open the call in a similar fashion.
In sales follow-up meetings, you will summarize what happened in the prior meeting, instead of making introductions. However, in some cases, there will be new decision makers who attend the meeting. In that case, you will summarize as well as Make Introductions.
What is an opening? It is a starting place, you are planting seeds to grow the relationship.
Successfully Opening The Sales Call Involves:
– Good First Impressions
– Position Yourself As An Expert & Trusted Advisor
– Setting a Positive Tone For Doing Business
– Above All, Always Be Yourself!
We are excited about your interest in becoming an expert on opening the sales call. We have eleven more consultative sales training videos and blogs designed just for driven sales reps like yourself that will teach in more detail the following.
Planning The Opening Sales Call
Practicing The Opening Sales Call
The Importance of An Agenda For the Opening Sales Call
The Importance of Making a Positive First Impression on The Initial Sales Call
Creative Ways To Build Rapport During The Initial Sales Call
The Importance of Understanding and Utilizing Open Ended Questions During The Sales Call
The Importance of Being Your Authentic Self
The Benefits of a Positive Opening Sales Call
How To Transition From Introduction To The Sales Agenda
How To Adapt To Meet Client Expectations During The Sales Call
Let’s quickly review the sales process. First, you spend time prospecting and identifying qualified leads. Next, do your homework and convince the prospect to meet with you. Now, you are about to meet face-to-face with this prospect.