Tip 1: Six Key Factors
Look at the six key factors when prospecting a client. These six key factors focus on people, needs, times, events, competition, concerns and advantages...Play Now
Tip 2: Key People
Who are the key decision makers in the organisation? Who has an influence over decisions made? Who do you have a relationship with in the organisation...Play Now
Tip 3: Key Needs
What are the key needs of the customers organisation? How are these needs changing / likely to change over time...Play Now
Tip 4: Key Times
What are the most significant and relevant dates affecting the purchase decision...Play Now
Tip 5: Key Events
What is the major objective for this account? What are the key sub-objectives that need to be achieved along the way...Play Now
Tip 6: Key Competition
Who are your competitors and what are they offering? What are the alternatives/substitutes to the product or service that you offer?...Play Now
Tip 7: Key Concerns
What environment does the customer business operate in? What are the norms and expectations of the organisation?...Play Now
Tip 8: Key Advantages
What aspects of the product or service are you most vulnerable on?...Play Now
Find out more about our Live Telephone Selling course...
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Create and reinforce value in your customer relationships