Selling Essentials: Opening the Sales Call Instructor-Led Course

How to Make an Impactful First Impression

You never get a second chance to make a first impression. Ten seconds or less – that's how long the window of opportunity is open for your salespeople to grab a client's attention on a sales call. And that's why it's vital to arm them with the tools that enable them to be confident, sincere, engaging, and successful – before they set foot in their next face-to-face sales pitch.

With the proper knowledge and preparation, your salespeople can establish themselves as experts, think on their feet, adapt to client expectations, and capture lifetime clients. As a module of the Selling Essentials Training Series, this class is an in-depth training program that teaches the skills to succeed.

Key Topics:

• How the framework of a successful first sales call with a customer allows you to plan for and subsequently open the call with confidence.
• How to develop an agenda that resonates with your prospect’s situation and then communicate that agenda in a clear and concise manner.
• Strategies for introducing everyone on the call and reviewing the agenda in your own words.
• How to clearly describe what your company does and the ways you can help to gain customer buy-in and open the door for a two-sided conversation later in the meeting.
• Situations when you must adapt your agenda to meet customer expectations.
• The typical progression of a customer’s thoughts on making a change and the importance of anticipating business needs.

Participants Will Learn:

• The strategies to use for preparing to open the sales call.
• The traits that help you to be successful when opening the call.
• The importance of building rapport.
• How to open the call using a consistent framework.
• Tips for successfully opening the sales call.

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