Chapter 11
Opening the First Meeting
CHAPTER OVERVIEW
A Psychologically Sound Strategy for Open Sales Calls
Gain a Time Commitment
Establish the Rules of Communication
Set a Purpose or Goal
The Big Bonus When Using an Opening Strategy
Advantages of Behavior Contracts
Simply put, this might be the most important idea in the whole book. Great sales pros open strong. Weak ones don’t, so they never get close to the close. This powerful strategy comes from a practice that many psychologists use to help patients change behavior. Use it and you’ll transform people, too, turning prospects into clients. If your sales team is not using this three-step process to initiate conversations with buyers, you’re leaving money on the table. This is the biggest addition ...
