Module 6 Sales Accelerators - 3 YR Organizational Use License
Most sales people want to take “control” of a sales call from the start…and many times this can be perceived as “pushy.” Sales people can’t really ever control a sale anyway, but what they can do is take “charge” of it. Not only can they lead the meeting from the very beginning, but they can also gain agreement about the expectations for the meeting and finally they can eliminate the dreaded “I need to think it over” response, if they begin using a Behavior Contract. The Behavior Contract is a solid way to take charge of a sales call and to gain agreement from the buyer about expectations. It doesn’t allow for the buyer to “think it over” and leads the interaction toward a close. Enabling your sales people to write and then use their own Behavior Contract is another key skill that will ultimately land more sales.