This is a crucial part of the selling process.
Our definition would not work well in a dictionary but here it is: Predisposition is EVERYTHING you can do to make the visit NOT a COLD CALL.
We all know what a ‘cold call’ is… so what can we do to make it NOT a cold call? It includes your strategy to secure the visit but it’s much more than that.. it’s about setting the total CONTEXT and the STORY for the visit / ask.
We need to be predisposing to these three things:
- The cause or the case.
- The ask.
- The team. (WHO ARE YOU?)
Effective predisposition accelerates the entire sales cycle.
Here is a short video nugget to help you understand and leverage PREDISPOSITION.