Open

We discuss rules of opening, how to open, how to handle yes/no, how to pre-handle objections

Rules of calls

• Don't make statements, Ask Questions

• Do not Tell his or her full name OR Ask if it's them

# Opening Hello

• Old-Friend Open

  • John, Good morning, how is your day going

• Introduction + Time Check/ Hooker

  • Oh, This is Naveen from Spice india, is this a good time?

• Intent Check

  • We are __ company, spealizes/helps in OUTCOME (We help companies sources best quality spices form india) , PROCESS is this Something you are looking for?

Handling YES/NO (ACA)

• Whatever there answer is either yes/no we are gonna use ACA

  • Acknowledge: Acknowledge what they say by mirroring

    • No, it's not a good time

  • Complement: You seem like a busy man

  • Ask: before I hop of can i ask you a Questions?

3 Question to Open

• In total from opening to gettign objective you should ask around 6-8 questions

• from which 3 questions should be from open

• Each question should have a purpose, the question & a designation

• Like a purpose is greeing, now the question could be how is your day going or how are you doing, how is the morning going on, etc

• Purpose -> Time , Question -> is this a good time

• Purpose -> Intent Check, Question -> Is this soething you are looking for

Understanding Your product

• Answer the following about your service/product

  • What

  • Why

  • Where

  • When

  • How

• +1 for advance understanding: Understand the parameters for your clients

Objective of calls

1. Meeting

2. Callback

3. proposal on email or wp

4. References

Level 2