Workshop #9 Sales Call Reversal – Getting the Prospect the Close the Deal

Good salespeople, by nature, are optimistic. When they hear prospects sharing their needs or concerns, they automatically assume that complaining about a problem or issue is equal to being willing to make a change. In this workshop, participants will learn how to test the reality, reverse the sales call and make the prospect ‘ask for the order.’

Objectives:

• Practice the emotional intelligence skill of reality testing. Look for evidence that the prospect is committed to solving the problem or taking advantage of an opportunity. 
• Ask courageous questions that uncover the truth. 
• Stop giving the same answers as all your competitors.  (i.e. what makes you different?) 
• Lower the prospects guard by not overcoming the objection. 

We practice what we preach and don't make recommendations without a face-to-face appointment or phone consultation.

For more information, please call 866-708-1128 or email us.