Thank you for listening to the Champion Forum Podcast with Jeff Hancher! If you are a salesperson, you know that building trust during a sales call is crucial. But how do you establish a good relationship with your prospect while staying on topic? Today, we’ll talk about a simple but valuable tool to help you succeed more in your sales calls: setting the agenda. We will discuss why this approach works, the benefits it brings to you, the salesperson, and some tips for creating agendas that engage your prospects right from the start.
5 Benefits to Setting An Agenda In A Sales Call
1. Creates Transparency and Sets Expectations
When you lay out a quick agenda at the start of a call, it tells your prospect exactly what will happen and can alleviate any resistance they might feel. Having an agenda also shows your prospects that you respect their time and will use it wisely.
2. Establishes Control and Authority
Setting an agenda allows you to guide the conversation and avoid the risk of the conversation going off track or the prospect taking over the meeting. You also establish yourself as an experienced salesperson who is serious about helping them.
3. Improves Engagement
Prospects are more likely to engage in a call if they know what’s coming. A clear agenda invites participation because they can collaborate by adding anything they want to cover or address upfront.
4. Builds Credibility
When you start with an agenda, you show the prospect that you’re organized and professional. Credibility is crucial because a prospect who trusts you is far more likely to listen to your offer.
5. Opens Up Dialogue
When you share the agenda, ask if they’d like to add anything or if they have specific topics in mind. This helps prospects feel that their needs are being prioritized.
How to Set an Agenda in a Sales Call
1. Start with a Warm Greeting
Begin by thanking the prospect for their time. Briefly connect on something positive to create a warm atmosphere.
2. Introduce the Agenda
Let them know what to expect in the meeting.
3. Invite Collaboration
Close the agenda by asking, “Does that sound good to you?” or “Is there anything specific you’d like to discuss?” This small step turns the call into a two-way conversation.
Here’s a sample script you can use when setting an agenda:
“(BRAD), thanks for taking the time to meet with me today to speak about your (leadership development programs).
As I mentioned over the phone, we have partnered with companies like (ABC and XYZ) to help them (enhance the influence of their leaders, allowing them to reduce turnover and help their people reach their fullest potential.).
What I’d like to do today is ask you some questions to learn about your company and your needs. Feel free to ask me any questions so that you get all the information you need. I will then customize some recommendations and put together a program that makes sense for your company. If everything looks good, we’ll schedule a time to get your program going. Does that sound okay to you?
Before we get started, is there anyone else who would help in making a decision and should be involved in today’s meeting?”
Application Activity:
Modify the sales script above so it is specific to your company. Have you ever tried an approach like this? If so, how is this script different? What do you think you could add to your current approach? If not, try using this script to engage your next prospect and see if you notice a difference during the call.
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