Please listen to the audio, before proceeding

Based on the research you have done, please answer the questions that follow:

Describe how you intend to use the information you have gathered to engage with your customers.

Example:

As you know, there are a number of questions that you need answered, so that you can tailor and prepare a powerful proposal.

You will obviously, try to answer as many of those questions, when conducting research, as possible.

I find that customers, respond best when they realise that you have invested time ahead of the sales meeting to prepare.

I bring this into the conversation, as follows:

When I was researching your business yesterday, I discovered that you have just expanded your operations into Namibia. How will that effect your volume of purchases, going forward.

By asking this question, I am showing commitment and dedication and I am also acquiring some crucial sales info.

Think about your industry, markets and customers.

Describe in detail, how you intend to demonstrate how much preparation you have done and how you will, deploy this as a sales resource during your sales meetings

Please listen to the audio below before answering the question below:

1. List your top 5 prospects below: (Remember to include the names and contact details of the decision makers as well
2. List three interesting facts about each decision maker below:

Remember this is information you have gathered by researching them on the Internet, asking their sales team, PR and marketing departments and people in your network, who may know them.

Don’t forget to try to get an introduction to the right decision makers at your chosen prospects, through people from your network. This makes getting through the door and making an appointment with the right decision maker far easier. We cover this in much more detail in another module.

List your top 5 prospects below: (Remember to include the names and contact details of the decision makers as well

Please listen to the audio before answering the questions.

• Are you going to get an introduction through your network?
• Connect with them via social media?
• Call and find an innovative way to get past the gatekeeper?
• Meet them at a networking event?
• Find some other innovative way to meet and connect with them.

Please list by prospect name, as stated previously, as your five top 5 prospects, how you intend arranging a meeting with the right decision makers, at each of these organizations.

Please listen to the audio before answering the question below:

Please list how you intend to use the information you have gathered about each prospect, to engage with them when you meet with them below:

Write down three engaging questions, you intend to use during each meeting with your prospects to engage with them to avoid objections and close the sale.

Our research shows that you should ask about 12 – 14 questions, spread evenly throughout the sales meeting.

Based on what info, you still need to discover, please prepare all the questions, you need answered and put these on an agenda, which you will send to the prospect.

Write down three engaging questions, you intend to use during each meeting with your prospects to engage with them to avoid objections and close the sale.