Agenda

Agenda
  • Calling successes & challenges
  • STEP 1: Pre-Call Planning
    • Getting out of the office both virtually and in person
    • Call planning on top clients & prospects
    • Gaining the virtual or in person appointment
    • The initial meeting
    • More, Better, Different, Less Clinic
    • Do we use technology or meet in person?
    • Plan what to bring on the call
    • Plan bridging and introductory comments
  • STEP 2: The Virtual or In-Person Encounter
    • Get them talking!
    • Listening and communicating how you can help
    • Making a recommendation and asking for the business
    • Earning referrals
  • STEP 3: Post Call Follow Up
    • Expanding your notes to capture the call
    • Calendaring follow up activities
    • Drafting a thank you note
    • Assessing the call
    • Compete on anything other than price
    • The value proposition?
  • Premium pricing
  • Negotiating techniques
  • War Games – Handling objections
  • Draft an Action Plan for skills transfer