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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 11

Opening the First Meeting

CHAPTER OVERVIEW

A Psychologically Sound Strategy for Open Sales Calls

Gain a Time Commitment

Establish the Rules of Communication

Set a Purpose or Goal

The Big Bonus When Using an Opening Strategy

Advantages of Behavior Contracts

Simply put, this might be the most important idea in the whole book. Great sales pros open strong. Weak ones don’t, so they never get close to the close. This powerful strategy comes from a practice that many psychologists use to help patients change behavior. Use it and you’ll transform people, too, turning prospects into clients. If your sales team is not using this three-step process to initiate conversations with buyers, you’re leaving money on the table. This is the biggest addition ...

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