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Winning More Client Meetings – A Road Map to Success

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Presenter: Andy Gole, Sales Training Consultant, Bombadil LLC

Securing that critical first meeting with a new client is a major pain point of Account Executives. This two hour training session presented by proven sales executive, Andy Gole, will give account executives specific tools and the confidence on how to break through and secure that meeting and new business. In the breakout, there will be interactive group exercises that will cover:
1. Creating a realistic target list – 10 powerful ideas to get you started!
2. Developing scripts that overcome the “I’m good” excuse
3. Changing your attitude to build your confidence
4. Developing a plan for when you get in the door

Other productive ideas will be presented:

1. How to warm up the prospect - A 3 step technique that works
2. How to close the sale - 2 step technique

Published in: Business
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Winning More Client Meetings – A Road Map to Success

  1. 1. 1 Urgency Based Selling® Winning More Client Meetings, 11/8 Agenda 10+ ideas to secure more meetings Selling Mindset Bold Behavior Self-limiting Assumptions Warming up the Prospect Closing the Sale Handling the I’m Good Objection Asking for introductions
  2. 2. 2 Script for warming up the prospect _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ When prospect says, “I’m good”, you say _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
  3. 3. 3 How would you ask for an introduction? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ Who would you ask for an introduction? _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________ _____________________________________________________________
  4. 4. 4 Useful Links Crystal Knows – DiSC personality evaluation, based on internet writings: https://www.crystalknows.com/ Note: there is a monthly charge for Crystal Knows Google Linked In Add-ins Skrapp – provides a button to figure out the email address on Linked In - Google chrome add- in https://chrome.google.com/webstore/search/skrapp?hl=en Connection to Crystal Knows: https://chrome.google.com/webstore/detail/crystal/nmaonghoefpmlfgaknnboiekjhfpmajh?hl=en For free 1-week trial on Zoominfo, contact Lou Wolf Lou Wolf, Director, New Business Sales ZoomInfo | 307 Waverley Oaks Road | Waltham, MA | 02452 Direct: 617-826-2890 | lou.wolf@zoominfo.com Wayback machine – to find older versions of websites https://web.archive.org/ If you would like to receive my selling eletter, sent every 2 weeks, please send me an email to advise, or subscribe at this link: http://eepurl.com/xp5R5 For more information, contact Andy Gole, 201 415 3447, andy@urgencybasedselling.net Website: www.urgencybasedselling.net
  5. 5. 5 Urgency Based Selling - Booth 21 To learn more about the book and Urgency Based Selling, visit Andy Gole in Booth 21, or call: 201 415 3447, email: andy@urgencybasedselling.net www.urgencybasedselling.net

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