Salespeak
Timing Approaches
If timing is everything, then knowing how to take advantage of the “best times and approaches” for contacting prospects can give you and your team an extra advantage. We will share best practices regarding days of the week, times to call and time management/planning techniques so you can maximize prime selling time.
Qualifying
Q: “What’s the best way to get a prospect to open up during qualifying when there’s so little time on the phone to gather information?” A: By using the SalesPEAK advanced qualifying approach, which includes the Trust Scale, the rules of engagement, and specific qualifying rules, it’s easy to get more information in less time. Qualifying Sample Outline: · Avoiding Interrogations · Getting the Customer Talking/Storytelling · Asking Fewer Questions and Getting More Response · Keeping the Customer Engaged During Qualifying · Following the Path to Close
Booking Appointments
Q: “What’s the use of booking phone appointments? Customers rarely keep them, anyway." A: By focusing on the techniques we show when and how to get the prospect’s time and attention since it’s often easier to get to a close without rushing through an impromptu presentation that doesn’t produce results. Stats: According to CEO Newsletter, most C-Level Executives admit to preferring a booked phone appointment to a face-to-face call with a salesperson to increase efficiency in their day.