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Successful Selling Solutions: Test, Monitor and Constantly by Julian Clay

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By Julian Clay

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C) Current levels of expectation? d) Do they have need, budget and approval? e) Is there a timeframe to work to? f) Product and service experience? POINTS TO COVER • Is there a timeframe to replace current technology? A table like this can be used for any type of appointment, not only first appointments. Creating one is a good discipline to get into and can help you ask the right questions, which is the key to getting the right type of information. Call structure and visits In preparation for an appointment and as part of your call structure, arrive at a target account’s offices at least fifteen minutes before the appointment.

2 Competition. 3 Spend. 4 Solution. 5 Commitment. 6 Presentation. 7 Proposals. 8 Negotiation. 9 Close. 10 Internal barriers. 30 SUCCESSFUL SELLING SOLUTIONS CHAPTER ONE There are other issues that you could include. However, in this model we will use ten areas. The next stage is to turn these into ten questions. For example: • What is the confirmed timescale etc? You can then list the other nine areas to complete the questions needed in the forecasting table. Knowing your own sales cycle as well as your target account can help you to break it down.

POINTS TO COVER • Is there a timeframe to replace current technology? A table like this can be used for any type of appointment, not only first appointments. Creating one is a good discipline to get into and can help you ask the right questions, which is the key to getting the right type of information. Call structure and visits In preparation for an appointment and as part of your call structure, arrive at a target account’s offices at least fifteen minutes before the appointment. This will enable you allow for any travel problems that could arise.

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