2nd Day...

My Goal: Become a motivator, open up my own training company, expand! This is the beginning....


Continue from yesterday...

PART II
GETTING STARTED: FOUR QUESTIONS TO ASK YOURSELF BEFORE YOU MAKE THE CALL


CHAPTER 6:
What do i want the customer to do


*If there is a potential match and you cant even get even MINIMUM ACCEPTABLE ACTION on aa call, you really have only three choices: (1) ask questions to uncover why the customer is resisting. You can (2) revise your MINIMUM ACCEPTABLE ACTION downword in response to what's happening (or not happening) in the sale. Or if these two tactics don't help, you can (3) shut your briefcase quietly and walk out.


CHAPTER 7
Why Should The Customer See Me?


VALID BUSINESS REASON CRITERIA:
1. Impact the customers concept
2. Explains why this sales call should be a high priority for the customer
3. Tells what is in it for the customer
4. Relates to the customer's interest
5. Must be concise and clearly stated enough to be left as voice mail or with an assistant



SETTING APPOINTMENT EXPECTATIONS (pg 144)
*State the valid business reason clearly on the phone
*reduces your potential buyer's uncertainty level.

1. Clarify your selling responsibilities in the call
2. Clarify the customer's responsibilities
3. State the purpose of the meeting from the customers perspective
4. Identify the people to be present
5. Itemize the materials needed.

VERIFYING THE MEETING'S FOCUS
Stating at the outset your reason for being there signals your listeners that you know exactly what you're doing - and invites them to confirm, before anyones time get wasted, that is what they still want done.

"We were going to address the circuitry problem this afternoon , correct?"
"Am I right in understanding, Jerry, that you wanted a rundown today of our service record in your industry?"

DEALING WITH SURPRISE GUEST
It's especially important to say "let's start over" when you enter a meeting room and discover you're not facing the person or persons you thought you'd be facing.

State your Valid Business Reason at the beginning so that customers know as well as you do that their in the right place at the right time.

A person who rejects or mocks your stated purpose or thinks the purpose is either "obvious" or "irrelevant" - That person will do you no good. So why waste time going after him? -leave-

Thats all for today. Lets continue tomorrow... :)