During a recent series of sales workshops, there was a general feeling that the use of an agenda in a sales call made them feel awkward in front of the customer. The sales people had a preference for engaging informally with the person and letting the conversation naturally flow into discussing the product or business issues. Why introduce an agenda making it seem overly structured and formal. What’s the benefit in that?
Over time and rehearsing numerous sales situations it became clear to them that to better control the call and flow of conversation, the agenda is a valuable tool.
There are many benefits to having an agenda. A few of these are;
- Setting expectations for the call with the customer
- Having a point of reference to come back to when the conversations strays
- Appearing professional, prepared and organised – giving the customer confidence in you
- Managing the time during the sales call
A simple and effective tool for all sales professionals.