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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:
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: