Setting an Agenda

Set an Agenda

If a salesperson has known their customers for some time, it may feel a little uncomfortable to approach these new techniques with them. A simple way to do this professionally and comfortable is to set an agenda. After the rapport stage of conversation set a strong agenda for the time you have, this should be done in a relaxed and conversational style. By using the agenda, you will
have a more structured conversation, because it has been set up you will also find it easier to bridge into new sales conversations with customers.

Good post Salecanon

"After the rapport stage of conversation set a strong agenda for the time you have, this should be done in a relaxed and conversational style. By using the agenda, you will have a more structured conversation, because it has been set up you will also find it easier to bridge into new sales conversations with customers."

Is this different from how your typical sales calls flow?

Hello Mark,
I agree with your thread however I would like to know what is different from what you would normally do in comparison to using this agneda??

Cheers,
Keith

In the High Probability Selling process, we establish our agenda by doing it, not by talking about it.
We take out a structured, written questionnaire, read the first question to the prospect, write down the prospects answer, deal with any issues that might come up, and then close on that point.

Then we read the second question, write down the prospects answer, deal with any issues that might come up, and then close on that point, etc., until all 20 to 30 questions are answered, and 20 to 30 commitments have been made. That is one reason why closing is almost automatic in our sales process.

Salespeople who use this process average 74% closing rates. Keep that in mind when you are temped to explain why it can't work.

Quote:

Originally Posted by JacquesWerth

In the High Probability Selling process, we establish our agenda by doing it, not by talking about it.
We take out a structured, written questionnaire, read the first question to the prospect, write down the prospects answer, deal with any issues that might come up, and then close on that point.

Then we read the second question, write down the prospects answer, deal with any issues that might come up, and then close on that point, etc., until all 20 to 30 questions are answered, and 20 to 30 commitments have been made. That is one reason why closing is almost automatic in our sales process.

Salespeople who use this process average 74% closing rates. Keep that in mind when you are temped to explain why it can't work.

Great Point Jacques.

Had a look at your website - good one.

Setting an Agenda

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