Tony Hoslet, who owns a Sandler Selling Training franchise in Green Bay, spoke to a Training Camp session of the Packers Mentor/Protege program recently.
Sandler has an excellent, detailed, structured process. Among his points:
• Set an Up-Front Contract
We can stop this conversation at any point.
"At the end, let’s decide on the next step: 1. No next step. 2. Maybe … I’ll get back to you by (date). 3. Let’s keep talking … set a date."
Why I’m here: I’m seeking your pain explanation, your goals, your vision, how you’ll decide on your next step. We may or may not get to money, to your budget.
Also: To learn your agenda. What do you want out of this meeting?
• Build a relationship … a meeting of shared values, including business values. Transparency will be a very important result; otherwise, the prospect will hold back information.
RSS Feed
No comments:
Post a Comment