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Effective sales training (Pains expressed (how to open doors, structure in…

- - - - Why prepare: To keep the objective in mind during the call (e.g qualify)
      - Objective, define the flow, study the customer, have an alternative scenario
    - - If it is a second call: HAS anything changed so far?
      - Get interest: What is that you would like to see in my demo?
      - Who will be present in the demo?
      - Did you have demos already? what do you think of them?
      - Try to understand where to PUSH
      - What is it you want to see that you havent seen in your market research yet?
    - - Who am i talking to?
      - Buying criteria: ASK directly!!
      - stages
        
        ASK
        
        How do you work today? Who else is impacted today? What are some of the factors that keep you from? How is your experience with your current supplier?
        
        LEAD
        
        The cost of doing NOTHING today?
        
        LOCK
        
        So if I understand correctly --> validation
      - Convistions & aspitrations
      - Willingness to change
      - Decision making unit
      - Criteria