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Selling isn't Telling - The Triple Win Call Planning Checklist

The Triple Wine TriangleHigh performing sales people write effective objectives on a call by call basis. How can you be sure that your objectives are effective?

Make your objectives SMART

S pecific

M easurable

A ttainable

R ealistic

T imebounded

Plan for the Triple Win with These Power Points

High performing salespeople ask QUESTIONS to close sales

Whoever asks the QUESTIONS will control the presentation and set the topic of discussion.

Whoever controls the presentation shall be the seller! Always!

Once you ANSWER a prospects QUESTIONS, he/she has no further use for you! So:

When you are asked a QUESTION, get back in control with a counter QUESTION of your own.

After you close - be quiet! The first one to speak is the buyer!


The Triple Win
Call Planning Checklist

  1. What are the organization's / buyer's needs?
  2. Why am I making this call? (Call Objective)
  3. What do I need to do to be ready for this call?
  4. What high gain QUESTIONS will I use to bring out underlying issues and new insights into their problem.
  5. Which of my benefits will satisfy their needs? (WIIFM - What's In It For Me?)
  6. Which concerns will I have to deal with? How will I answer them? (handling objections)
  7. Which positive statement or QUESTION will cause the buyer to act in a way that will accomplish my call objective? (The Close)

If you can't answer these QUESTIONS, don't make this call.

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Wilner & Associates, Inc.,
PO Box 9384, Greensboro, NC 27429

Phone: 336-282-4051 - Fax: 646-514-9182



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