Coaching Guide – How to do Lost Business Calls

In my first attempts to do a lost business call, I struggled to even get the call.  As I got better at getting the calls, I had a lot of learn the hard way moments.  Times when I pushed too hard, in the wrong direction, or asked a question incorrectly.  Too many times the customer stopped wanting to help me, and starting looking for the end of the conversation.  My success rate today in these kinds of calls is up over 90%.  What follows is a step by step guideline that will help you have a successful call and be better able to leverage the details of the story to help your company get better.  

Step 1 – Who Does the Call?

Step 2 – Assemble the Need To Know List

Step 3 – Get the Call

Step 4 – Do the Call

Step 5 – After the Call

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