In this session, we addressed the weaknesses in the “traditional sales process” and contrasted this with the Active Sales Process where groundwork, pre-call-nurturing, genuine rapport, great questions and value demonstration create far more effective connection and ultimately, sales.
Key points included:
- Proposal Chasing is debilitating and what to do instead
- Pre-qualify a warm lead or referral with simple questions
- Always schedule a follow-up call to discuss/go through the proposal
- Ensure you highlight the gap between their current reality and future ideal
- Follow the 30:70 rule with you only talking 30 % of the time
- Question softeners eradicate any feeling of interrogation (check the handout)
