1st Prospect visit (How I should organize and prepare this)


Delivery Type: Classroom
Sales Team Role Focus: Neutral for Sales, Presales, Consultants, Executives
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: In this session the participants will learn, how they can prepare and execute their first prospect visit. They will learn how to prepare the first three minutes for such a visit and why this is of importance, furthermore how to prepare and asking the right questions. In the exercise the audience will learn to ask the right questions based on statements a CEO did during the first prospect visit.

Key elements:

  • preparing the initial meeting
  • Advantage of a good opening
  • 6 important steps for the initial three minutes
  • does and don'ts
  • Exercise "good questioning
Learning Objectives:
  • Understand the framework settings of first prospect visit
  • Learn to know what matters
  • Learn how to prepare for 1st prospect visit
  • Learn to develop messages that are interesting
  • Help the customer to buy
Business Impact / Benefits:
  • Save time and effort
  • Be more successful in 1st meetings and prepare to field to make the deal
  • Increase your win rate
  • Increase your professional reputation
Didactical Method: Lecture, group exercises, role plays, optional video recording
Duration: 114 - 120 minutes
Enablement Level: 2

« Back