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He makes his decision To put it simply, it will only validate your commercial proposal once you reach the rd stage , the Decision stage. If you make a sales presentation andor an offer to a contact who is only in the Problem or Solution phase, they will not have the sufficient level of maturity to understand everything and therefore place their trust in you. This is why many salespeople complain about contacts who no longer give any sign of life despite several encouraging prospecting calls. The objective of BB telephone prospecting is therefore this to identify the maturity level of the prospect and to help them progress in their thinking, up to the Decision phase.
To do this, your telephone prospecting strategy must contain the following calls A connection Albania WhatsApp Number call A call to explore A call for proposals The essential prospecting calls in BB . The Connection Call This is the first call, the one that will allow you to retain the attention of your prospect. The mistake not to make here is to go in a nag mode and want to present your offers at all costs. You understand the probability that a prospect is in the Decision phase of the process seen previously is low. He will therefore rarely be ready to listen to you talk about your productsservices. only leads to a qualified appointment.
During the prospecting call, you must talk about your prospects problems and find out where he stands in solving them Does he seek to understand them low maturity level? Is he actively looking for solutions medium maturity level? Will he make a decision quickly high level of maturity? If their maturity level is low, it will probably be useless to schedule a future appointment. Pause your telephone prospecting and do Lead Nurturing . If he is more mature, you can schedule a future appointment, that of the exploration call. . Lappel dexploration Too many salespeople skip this step or do it in the sales pitch call. Which is unproductive. The objective of this prospecting call is to dig deep and explore the context of your prospect in depth and breadth. You do not talk about yourself or your solutions during this call you are only interested in your prospect.
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发表于 2024-3-4 15:09:36