Session 4

The first step in a sales process generally is ________________

• Pre Call Planning

• Building rapport

• Discovery

• Setting the Agenda

Choose all the apply. What areas are valuable in pre-call planning?

• Information about the company

• Information about their current provider (competition)

• Information about the customer/buyer

• Establishing a goal for the call

Click all that apply. Pre-call planning is valuable so you can _______________

• Anticipate Objections

• Plan discovery questions

• Prepare support materials and collateral

• Build Rapport

True or False. Knowing a companies community involvement will benefit the sales process.

• True

• False

True or false. Rule of thumb is to spend 5-15 minutes on a pre call plan

• True

• False