Part I. Morning Session: The First Gold Call (Getting Your Foot in the Door)

A. The Sales Quotient Test
A Review of the Current Sales Process. Click here to take the Sales Quotient Test.
*The Sales Quotient Test is taken by all participants in advance of the training program. We begin our training session by distributing the test answers to each participant, and request that each participant grade their test answers. We will then commence with a group discussion.

B. What is a Gold Call? 

Presentation - Turn Your Cold Calls into Gold Calls

C. The Anatomy of a Gold Call

• The Opening - (The Ice-Breaker - Get 10-Seconds from the prospect to speak)
• Making Lemonade Statements - (Short 10-word explanations that help prospects understand your business purpose)
• Focus Questions - (Questions that identify the prospect as the right person to be calling)
• Attention Questions - (Asking for more of the prospect's attention at a later date & time)
• Closing Questions - (Closing the sales appointment on the calendar)
• Confirming the Sales Appointment - (Eliminating 'no-show' appointments in advance)

10-MINUTE BREAK….

D. Let's Make Some Gold Calls!

* Create Client Gold Call

* Gold Call Role Play  

BREAK FOR LUNCH

Part II. Afternoon Session: The Second Gold Call - (You're in the Door - Now What?)

A. Morning Session Review - Q&A

B. Conducting the Gold Call Sales Interview - Building Prospect Conversations

• Start the Meeting - (Recap first call with prospect and set the agenda)
• The Pain Funnel - (Finding the prospect's problem)
• Reversing Strategies - (Answering prospect's questions with questions to gather information)
• Selling Behavior & Personalities - (How to win friends and influence people)

 C. Sales Prospecting

• Sales Lead Resources
• Prospect Gold Call Reports
• Daily Activity Journal

D. Summary

• Presentation - Selling is Public Speaking
• Q&A
• Schedule Gold Call Coaching Sessions