From the course: Solution Sales
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Take the lead
- All good stories have a starting point, an introduction, a beginning. The same is true for sales calls. In the solution selling process, it's your job to orient the client's expectations for each sales call. You can take a leadership role in the meeting by offering a simple and short agenda to guide the discussion. Doing that establishes a peer-level relationship, because you'll have taken a leadership role in the conversation. And it demonstrates that you have the client's objectives front and center, because your focus is to find out what issues the client needs to solve. So to open the sales call effectively, here are three steps you can take. First, offer relevant background. You want to set the stage for the meeting. Maybe you're talking to a buyer for the first time because you've been referred. So you may say something like, "If it weren't for Susan Ramirez, "I wouldn't be talking with you "about this…
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