Situation:
“The last time we spoke Ms. Lewis, you mentioned that you were
dissatisfied with your current supplier. We scheduled this meeting to
discuss your system requirements, so I can learn more about your unique
needs. At the conclusion of our meeting today, we will have a clear
understanding as to if and how we can help you solve your dilemma and to
determine whether there is a reason to take our conversation to a next
step.
Explanation:
On impromptu sales calls, or scheduled meetings, getting started can be
a problem for some of us. The Past-Present-Future model will solve that
challenge and insure that you get off on the right foot. The “Past”
recaps previous exchanges and rationales conversations. If this is a
cold call, tell the person why you called the company and that
individual (title). The “Present” provides an agenda overview. The
“Future sets a direction for a next step or an expected outcome if this
conversation achieves pre-determined goals.
Example:
“The last time we spoke Ms. Lewis, you mentioned that you were
dissatisfied with your current supplier. We scheduled this meeting to
discuss your system requirements, so I can learn more about your unique
needs. At the conclusion of our meeting today, we will have a clear
understanding as to if and how we can help you solve your dilemma and to
determine whether there is a reason to take our conversation to the next
step."
Stewart Bolno (MBA/EdM) is a Senior Learning and Development
Consultant with Team Builders Plus. He has facilitated seminars on
Leadership and coached executives since 1984. He has taught sales and
management courses on the university level and has conducted leadership
workshops at the Wharton Small Business Development Center.. To learn
more contact Stew Bolno via
email or call 856.596.4196 ext. 206.
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