Sales Cycle: Initiating the Sales Conversion

Module Objectives:

Build rapport and trust, to build credibility with customers
Use benefit statements to link solutions to customers’ needs
Use situational probing to reveal client’s goals, priorities, concerns, and values
Turn “I Don’t Care” customers into opportunities
Use open, closed, clarifying, confirming and implication questions to uncover needs and goals

Field Work:

Create introductory benefit and FAB statements for three accounts.
For each benefit statement define specific:
- open questions
- closed questions
- clarifying questions
- implication questions
Use these statements and questions with three key customer contacts.