Top sellers close more calls effectively by 
* Turning continuations into advances
* Understanding what kind of advance can make the call succesful
* Setting realistics closing objectives that move the sale forward.

By actively brainstorming and planning advances a buyer can move to the sale faster.

!Examples
* Meet the department director
* Get the project manager to all two of our satisfied customers
* Get a meeting arranged with all the members of the [[DMU]]
* Set up introduction to the regional sales manager
* Get their list of vendor selection criteria
* Get contact to propose a pilot field test
* Get an introduction to other department heads
* Get an NDA signed
bag
sales_public
created
Sun, 19 Jun 2011 12:35:04 GMT
creator
dirkjan
modified
Sun, 19 Jun 2011 12:35:04 GMT
modifier
dirkjan
tags
SPIN Selling
Term
creator
dirkjan