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How to be a Professional Salesperson.©
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The Sales Agenda

 

Do you prepare an agenda for a sales call or sales meeting?  You should.  Every professional, in every profession, prepares for their event.  As a commission sales person, you’re playing in a high-stakes game.  You only get money when you win.  So, you need to make sure you do everything to stack the deck in your favor.  The agenda:

·         Ensures you don’t forget anything.

·         Makes sure you think about the meeting or call.

·         Shows your prospect or customer you are a professional because you act like one.


The agenda should include:

·         Goals for the meeting.

·         Introductory remarks.

·         A list of questions for which you need answers.

·         Action steps that move your sale forward based on their answers.



Sales Homework
– Choose one of your upcoming meetings or phone calls and put together an agenda.

Sales Managers – if they don’t already, have your sales reps start using an agenda.  Build an agenda template into your CRM system so you will always have a record of the meetings.

P.S. In your action steps don’t forget who is responsible for what and by what date.     Read more...

   

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