Learn how to open calls in a way that sets the stage for a conversation about the client’s needs. In this video, Scott Edinger shares how to take a leadership role by establishing the context for a meeting.
- All good stories have a starting point,…an introduction, a beginning.…The same is true for sales calls.…In the solution-selling process,…it's your job to orient the client's expectations…for each sales call.…Now, you can take a leadership role in the meeting…by offering a simple and short agenda…to guide the discussion.…Doing that establishes a peer-level relationship…because you'll have taken a leadership role…in the conversation, and it demonstrates…that you have the client's objectives front and center.…Because your focus is to find out…what issues the client needs to solve.…
So to open the sales call effectively,…here are three steps you can take.…First, offer relevant background.…You want to set the stage for the meeting.…Maybe you're talking to a buyer for the first time…because you've been referred.…So you may say something like,…"If it weren't for Susan Ramirez,…"I wouldn't be talking with you…"about this new system implementation because she's the one…"who suggested our meeting would be valuable."…Or maybe you're in the middle of the sale cycle,…
Leadership and revenue growth expert Scott Edinger explains what selling a solution really means and why it is vital when selling large deals or sophisticated products and services. He shows how to develop the solution-selling mindset, cultivate peer-level relationships with customers, identify real objectives, and create value. By understanding how to implement the solution-selling methodology, you can create natural and pressure-less sales interactions that accelerate revenue growth and improve customer loyalty.
- The solution-selling mindset
- Developing a buyer focus
- Creating value in the sales process
- Identifying needs, opportunities, and problems
- Leading the conversation
- Addressing concerns
- Moving forward with joint commitments
- Planning for success