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Urgency Based Selling

Warming up the prospect

Why should the prospect share with us their most urgent needs? What have we done to earn the right to their trust and sharing.

The first 7 steps of the standard sales call focuses on earning this right, warming up the prospect, and include:

  1. research
  2. agenda
  3. social and business bonding
  4. humility
  5. type 3 consultative knowledge
  6. our elevator pitch with a visual aid
  7. the objective

Research includes: tapping proprietary data bases through the library and personality assessments. Typical research can be completed in 20-30 minutes.

Business bonding includes: core value alignment as well as testimonial analysis.


For a brief overview of the standard sales call, please click below: