Knock-Out Sales Calls
- Topics:
- Assessment,
- Sales Training
- Source:
- Positive Results
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Overview: The article is about shadow practicing and pre-scripting for sales calls that helps to improve the marketing methods. Pre-Scripting simply means to create a framework for your sales calls, not a word-for-word plan and shadow practicing is practicing your script framework before you ever get in front of a prospect. Word for word scripts are difficult to make work because they usually do not offer enough flexibility. Salespeople, who try to follow a word-for-word script, will find difficulty in sales. You are less able to listen and certainly can not give quality feedback. Alternative for this is the use of pre-scripts as these are created by spending time preparing quality dialogue framework in writing with those common questions you need to ask your prospects and customers. Pre-scripting works for all types of customer touches. Shadow practicing is rehearsing the answers on your own as well as with another colleague. Practice and repetition are the methods utilized by truly successful sales reps; invest your time wisely.
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Format: PDF | Size: 238KB | Date: Jan 2003 | Pages: 3
