Setting Agendas and Expectations

Many sales representatives encounter stalls in the sales process because they do not properly establish expectations. This lesson covers how to establish agendas and expectations that enable you to maintain control, avoid stalls, and accomplish all the steps of your sales process. The result: a positive outcome that drives up your close ratio. This lesson includes areas such as:

  • The importance of setting an agenda in establishing expectations
  • Components of the agenda
  • Involving prospects in establishing expectations
  • Best practices of setting agendas and establishing expectations