Monthly Archives: April 2018

Opening The Call!

Opening the Call!

Opening a Call with a customer is an A.A.R.T.!

This isn’t a typo, but a method for mastering a critical juncture in sales communications. One area where strong salespeople have the upper hand is in how they transition effectively from rapport building into discussing business.

A.A.R.T. is an easy set of steps that lay the groundwork and sets the tone for a smooth and productive call. There are four steps: Appreciate, Achieve, Relate the Value, and Time.  Let’s look at A.A.R.T. in conversation:

Chris Rainmaker has been building rapport with Susan Client for about 5 minutes.  He is now ready to transition to the business segment of the call:

  1. APPRECIATE: Thank your customer for his or her time.

Chris: “Thank you, Susan, for agreeing to meet. Everyone’s time is valuable and I have been looking forward to our conversation.”

Susan: “No problem.”

  1. ACHIEVE: List what you want to achieve and ask for customer input.

Chris: “I would like to cover three topics today. I want to revisit issue B from our previous call, share our new product C, and get your feedback on our new policy D. Are there other areas that are important for us to cover?”

Susan: “Let’s leave a few minutes for a quick question E.”

  1. RELATE THE VALUE: Explain how you hope the call will benefit the customer.

Chris: “Susan, I believe that by the end of the call, you will be pleased on how we have approached these topics and that they will alleviate the concerns you had expressed earlier.”

  1. Time: Reaffirm the amount of time needed to cover the topics.

Chris: “In our email, we agreed to set aside 30 minutes. Is that still good with you?”

Susan: “I really only have about 15 minutes, right now.”

Chris: “I see. It must be a busy day. I think our topics will take the full 30 minutes to cover properly, so can we pick a time to reschedule?”

Susan: “No, let’s continue.  You’re right, there’s no point in not covering all our business. I can get my assistant to cover a few calls, so please proceed.  You have the full 30 minutes.”

Notice how Chris maintains a conversational tone and offers to reschedule the call rather than compromise the agenda.

Remember to use A.A.R.T. with every call, in person or over the phone.  It sets the stage for what both you and the customer want to accomplish, while ensuring the customer feels heard and appreciated!

Happy Selling!

The Power of Sending Agendas!

The Power of Sending Agendas!

You arrive to your first appointment with a new client, well prepared and enthusiastic. Small talk is exchanged for a minute and suddenly the client stops, looks you straight in the eye, and demands, “So, what’cha got for me?”

This scenario can throw any collected sales professional off his or her mental train tracks, and puts the client squarely in control of the conversation.

Here is a very simple method to reduce the likelihood of this occurring:  send a short agenda to your client 4-5 days before your appointment!

It may read something like this:

Dear Mr. Client,

I am looking forward to our meeting scheduled for April 12th at 3:00PM at your office. In preparation for our conversation, here are the topics I would like to explore with you:

(Succinctly list 4-5 topics, as long agendas can be off-putting and show disregard for the client’s schedule.)

Is there anything in addition that you would like to discuss? Please let me know so that I can add your items and be fully prepared to discuss them.

I look forward to seeing you.  I have set aside 30 minutes as agreed.


Ms. Top Salesperson

Why do top salespeople use this basic strategy?  An agenda communicates that you are preparing for the appointment, and encourages your client to do the same. You will both maximize your time, and avoid leaving a meeting with important topics unexplored. Your client will perceive you as organized and professional, even before the first handshake is exchanged.  Most importantly, you will have established a road map that will provide focus and drive action with your customer.

Ready to take this technique to the next level? Use thought-provoking questions as your topics to extract high-level information, and open the door to the solutions that your expertise can offer.

If you do this one thing, your calls will be significantly better.  I guarantee it!

Think about it!

Podcast 15 – Interview With Mike Weinberg

Interview With Mike Weinberg

I had the privilege recently to interview Mike Weinberg for one of our podcasts. Mike is a fellow business advisor who is a passionate student of the world of sales. This podcast focuses on his insights on Sales Management today, and the critical role this position plays in driving growth. The Sales Manager / Coach is THE most important position in sales organization, period. Influence the mindset, approach and accountability of the sales manager, and the sales team follows.

Sales Management Simplified is a terrific read and we encourage all of you to get a copy. Listen intently to how he describes how to do monthly 1:1s. If you are a Sales Manager, this practice, by itself, can be the difference maker in driving results and working with your team.



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