Here is an interesting question from TD who asks, "How do I establish an open discussion with new potential partners over the telephone?"
My Answer: In order to answer you correctly I would need to know whether you are referring to calling leads, calling friends or associates, cold calling, referrals, etc.For this week, Iíll address how to start the approach of calling leads.
First though, if you want to establish an "open discussion" or dialogue, itís important to start correctly. The Connecting Stage, which is the first stage of five of the Natural Selling Dialogue Framework, is designed to do this.It sets you up to be successful for the important second stage, The Discovering Stage which will determine what you present in your solution.
Unlike other sales approaches that concentrate on presenting at the beginning, (which turns selling into a guessing game), Natural Selling is more effective because you customize your presentation based on the "open discussion" you had when you discover the whatís and whyís of what the other person is specifically looking for.Calling Leads
If youíre calling leads, then you can use something like this...
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