The Six-Step Process for an Excellent First Sales Call: steps 1 to 4
Audio • 31
Learning Objectives
- Apply a structured, six-step framework to conduct effective, prospect-led sales calls.
- Master the first four steps of the sales call process: the global agenda, specific agenda, fact find, and feel find.
- Establish a leadership position during the conversation while maintaining a human-to-human interaction.
Lesson Description
In this audio lesson, business coach Robin Waite breaks down the first four steps of his six-step sales process for a successful first sales call. He explains the purpose of each step: setting a clear global agenda, identifying the prospect's specific questions and concerns, performing a "fact find" to understand what the prospect knows about your brand, and conducting a "feel find" to uncover the emotional drivers behind their problems. The goal is to gather crucial information and establish a position of leadership without being pushy, all while creating a warm, structured conversation.
