Opening Opportunity

In most B2B businesses, the most challenging aspect of selling is: opening an opportunity. This is particularly so in businesses that aren’t well-established brand names. The sales force is often the “advertising”.

In this module, we focus on the activities that secure enough appointments to open the needed opportunities. 

Content includes:

  1. Phone and in-person cold call scripts  
  2. Dealing with resistance
  3. Scripts for securing introductions
  4. Techniques for securing testimonials
  5. The accountability grid – with self-evaluation

Role plays are featured in both seminars and one-to-one coaching.

It is essential that the salesperson both have a strong belief in the offering and care about the prospect’s welfare – to overcome the resistance we usually face.

Salespeople generally need to be more assertive in this part of the sales process, as shown in the video below: