Getting the Meeting: Establishing Relevant Value and Making Connection
Even the most confident sales professionals can experience anxiety and frustration when prospecting for new business – especially cold calling. And this new, almost entirely virtual business environment requires that the sales professional now approach their prospects with even more skill, insight and conviction than just a year ago. Business leaders may feel more reluctant to buy products and services today; they are not more reluctant to gain insight, receive expert counsel, and invest in assurance.
Getting the Meeting® delivers a proven process for preparation and a powerful model for connecting with prospects while clearly and concisely communicating relevant and meaningful value – not just in their products and services, but in the time spent meeting altogether.
During the workshop, participants shift their mindset from “seller” to “value-creating partner,” and learn how to develop and implement effective messaging campaigns tailored to the individual they are calling on. They also prepare for and practice making actual calls with their own prospecting opportunities. Getting the Meeting provides the principles, skills, and techniques necessary to initiate new sales opportunities. The session is an exciting, intensive, and fun-filled hour focused on:
- Embracing the challenge and opportunity of prospecting.
- Mastering a proven and validated communication model for Getting the Meeting.
- Managing resistance and differentiating value