Opening the Sales Call

Building Customer Relationshipsl

• Getting to know the gatekeepers, and others who can influence the sale.
• How to unleash warmth and receptivity out of the cold hearted, steely-eyed gatekeeper.
• Strategies to get a prospect to share with you his/her level of vendor satisfaction.
• Getting the inside scoop on a prospect’s current needs verses future.
• 5 ways to get an initial contact to become your champion when selling to a decision-maker.

Developing a Proactive Mindset

• Top 10 strategies to double your revenue pipeline.
• Why 50% of the outcome occurs before you meet.
• 12 ways to prevent your time & territory from managing you.
• 5-minute prep list to staying focused.

Getting the Customer’s Attention

• How to plan when 50% of the outcome occurs before one word is exchanged.
• How to respond to “I don’t have time for you” and other put-offs.
• Create a compelling message that commands attention.
• How to get prospects to stop and say, “tell me more.”
• 8 different approaches to consider in your first 10 seconds of dialogue.
• Presenting your value proposition.
• Gaining access to the C-suite executives.