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 focus 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 databases 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: