TARGET: Design your action plans

Which actions by account?
Computer tools to manage your sales actions

CONTACT: Know how to efficiently make an appointment

How to introduce the meeting?
5 steps of a good appointment phone script

CAPTURE: Discover your customer

Accurately identifying needs, purchase approach
Tool: Discovery form

CONVINCE

How to structure your arguments to make them really convincing?
Practical tool example(EBCD)

CONTROL: Deal with objections

• Prepare OR (Objection Reply)
• Put OCRE (Objection Cushion REply)
  

CLOSE: Win decision

Detecting the right signals to begin closing stage
2 techniques to facilitate involvement