Hello everyone.  Today is our last follow-up exercise from our training session a few weeks ago.  Looking forward to your input.

Action Item #3:  Build clues that lead to the problems you solve.

In our session we discussed the importance of finding problems that your customers aren’t thinking about, and giving them an easy solution.  In order to find those problems, we have to identify clues.

For our exercise, think of three clues that you can look for while you’re visiting a customer, talking with them on the phone, or just exchanging emails. 

A couple examples: 

Hello again everyone.  For our second action item from the sales training event a few weeks ago, we are going to build a go-to Disarming Authority Statement – the template that you have in your back pocket so you don’t have to reinvent the wheel all the time.

Remember the importance of the Disarming Authority Statement – it shifts your customer from being slightly annoyed with your questions to a position of looking forward to answering your questions.  It’s critical that you use a Disarming Authority Statement before asking needs analysis questions.  This step will enable you to gather transparent and open answers – which will lead to more detailed solutions and a higher winning percentage.

Below are the three steps, with an example… 

Hello everyone.  We invested quite a bit of time on this topic a couple weeks ago.  Please use the Good and Bad Email slides I sent to your email earlier today, and the best practices below to craft your new email template to get your foot in the door. 

Looking forward to our discussion here.

Best Practices for Prospecting Emails: