Developing your Opening

What “BIG CHANGES” in the areas listed below, have made both you and your organisation a necessity, or more valuable, to your customers?

  • What major changes have occurred on the planet that make your organisation more valuable?
  • What changes have occurred at a national or country level, that make your organisation more valuable?
  • What changes in your industry, markets or at your customers themselves, have made your organisation more valuable, to your customers?

Allow your creative juices to flow here. Open your mind and really take the time to explore everything in your environment, so that you can identify everything that is changing. (there’s plenty). 

Once you have done this, the next step is to allow those creative juices to flow, so that you can connect your differential advantage, to the change.

Yes, of course this takes work. But once, you can connect positive product and service characteristics to the change, you will have one of the most powerful sales tools at your disposal.