LA10_The_Opening-WEB

LA10_The_Opening-WEB - L10: THE OPENING Todays Agenda 1 1 1...

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Unformatted text preview: L10: THE OPENING Todays Agenda 1 1 1 1 1 1 1 L10 The Opening 2 L10 The Opening Unit Objectives 1 List and use the 5 elements of an opening L Explain and illustrate the components of creating the right impression L Define and apply the 10 approaches to gaining attention L Understand how to build rapport in sales L Know the difference b/t standard & direct opening approaches 3 Unit Objectives continued 1 Understand the difference b/t open and direct probes and when to use them in sales L Explain the 4 steps of the opening and know how to use these in the one on one sales call L Understand a sales transition and how this will be used in the one on one sales call. L10 The Opening 4 L10 The Opening 5 THE OPENING 1 The motto for the opening is: You never get a 2 nd chance to 5 Elements 1. Create the impression 2. Get and keep customers 3. Build 4. Probe for and information Make a first impression Attention Right Trust/rapport Needs Values L10 The Opening 6 FIVE ELEMENTS (contd) 1. Arouse customer interest in L L L L Before you walk through that door: L Review the profile L Review your call objective L Review your sales strategy You Your company Your product L10 The Opening 7 CREATING THE RIGHT IMPRESSION 1 First minutes are crucial L First seconds to capture attention L Positive impression Sale? L Negative impression Sale? Several 30 (Maybe ) (Never) L10 The Opening 8 CREATING THE RIGHT IMPRESSION (contd) 1 Appearance - L Arrival time - minutes early, professional conduct miles before L Greeting: friendly know confident say your name business card upfront handshake Professional , Neat , Appropriate, Accommodating 10 Several Pronunciation slowly Professional L10 The Opening 9 APPOINTMENTS 1 miss appointments L Never ignore reception staff...
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LA10_The_Opening-WEB - L10: THE OPENING Todays Agenda 1 1 1...

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