2 Simple Tips to Help Sellers Conduct More Effective Sales Calls: Start and End the Meeting Well!
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2 Simple Tips to Help Sellers Conduct More Effective Sales Calls: Start and End the Meeting Well!
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Summary
In Episode 107 Mike shares a personal update on his social media sabbatical and one of his biggest observations after participating in so many Q1 sales team kickoff meetings.
Listen in as Mike unpacks his frustration and confusion about how few salespeople are conducting professional, consultative, value-delivering, opportunity-creating, conversational meetings with prospects and customers. He briefly reviews his common sense outline (from New Sales. Simplified. Chapter 11) for structuring winning sales calls and then dives deeper into both how to start and end the meeting well.
1. Hear a simple technique for how sellers can take control, share their plan/agenda, get buy-in and input from the prospect/customer, reduce tension, create comfort and remove that awkward, adversarial dynamic…all while making the buyer feel that the meeting is all about them!
2. Ensure that sellers define, secure, and SCHEDULE the prospect/customer's committed-to next step! Too many salespeople are concluding sales calls with assignments for themselves but not getting agreement to (and scheduling) what the prospect/customer will do next.