Dirkjan: Created page with "The first phase in the Four Stages of a Sales Call is the ''opening'' phase. This includes the introduction and beginning of the conversation...."

2020-08-25T10:27:06Z

Created page with "The first phase in the Four Stages of a Sales Call is the ''opening'' phase. This includes the introduction and beginning of the conversation...."

New page

The first phase in the [[Four Stages of a Sales Call|Four Stages of a Sales Call]] is the ''opening'' phase. This includes the introduction and beginning of the conversation.
=Purpose=
The purpose of opening is to gain the buyer's agremeent for tyou to ask questions and move on to the [[Investigating|Investigating]] stage. A good opening should establish a ''buyer-centered'' purpose. This meams that focusing on the buyer's concerns, rather than on your own products or service. It also means being flexible
=Practical tips=
# '''Get down to business quickly'''
## While you need to respect the norms of the organisation and culture, a greater danger is wasting the time of a business executive. As a general rule '''spend as little time as possible on the opening stage'''.
# '''Don't talk about solutions too soon'''
## ''Successful sellers do not talk about their products, services or the benefits or their solution until '''late''' in the call''. Talking about the solution too soon causes more [[Objections|Objections]] than needed and reduces the likelyhood of a sale.
# '''Concentrate on questions'''
## Plan the appropriate questions ahead of the meeting and use the time in the opening stage to gain the buyers agreement to move forward to the [[Investigating|Investigating]] stage.
## If the buyer is asking the questions, and are being asked for facts and explanations,
# '''Practice a 30 second pitch''' with [[Advantages|Advantages]]. The best test if you are succesful is if the buyer starts to respond to your questions.

[[Category:sales]]

[[Category:SPIN Selling]]

[[Category:Term]]

Opening - Revision history

Dirkjan: Created page with "The first phase in the Four Stages of a Sales Call is the ''opening'' phase. This includes the introduction and beginning of the conversation...."