Holding Exciting First Meetings: The MAJOR™ Sales Process, MAJOR™ Momentum Stage Part 1 & 2
The MAJOR™ Momentum Stage is your first meeting with the prospect. Your goal is to excite them! The first meeting is called the Momentum stage. In it you see the prospect for the first time, or at least for the first time in this sales cycle. It’s termed the Momentum stage because momentum is what you’re building.
The Following Courses will be Covered in this ONSITE Session:
Your mission for the Momentum step is straightforward and simple; get the Audit. Create urgency to identify and solve problems. You may have heard other salespeople describe a first meeting as being anything from a question and answer session to a seeding opportunity. It is neither. It is an opportunity for you to present a compelling business reason for this prospect to take the next step. It is not about making a new friend, establishing a contact, feeling out the opportunity, making an impression. It’s not about selling the people, winning their support or getting more informed. It is about getting the next step; in this case, the Audit...read more
Your presentation is the key means by which you deliver value to the prospect and build urgency for him to follow your sales process. The presentation is a package of concise, compelling information that is going to have an immediate helpful impact on the customer’s business. This information is going to speak to the prospect in a way that you as a sales professional never could. The presentation of this information will establish you as an expert, faster and more effectively than any other method could. It will allow you to both maintain control of the meeting and deliver your message in a compelling and commanding fashion. This presentation is how you complete the meeting in a minimum of time with a maximum of delivery of value to the prospect...read more
"I believe Score Selling has allowed me to look at sales from outside the "box". Most of my sales training (before Score Selling) has been geared primarily toward the old way of doing things. This has not been a bad thing, however, Score Selling has allowed me to concentrate my pitch toward offering the prospect a solution to their problems versus a list of the services (value added or otherwise) we have to offer. I truly believe most prospects goal is to obtain solutions to their problem."