Monthly Archives: June 2014

What you need to know about sales calls

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I welcome you for yet another beautiful day. For the benefit of those new in the sales game and will probably be ask,” What the herk is a sales call. Well am not any close to an academic wizard and so i will put it in a crude way.

A sales call is customers hunting. No guns allowed in the hunt.

Now for those who wants the formal way.

A sales is the visits salespeople make to a
buyer’s premises in order to sell their
companies’ products.

Got it right!

Preparation is the mark of the professional- in every field (not the football kind of field, OK!). Note that the highest paid salespeople review every detail of account before every sales call. First, they study their notes from previous calls.

On the other hand the lowest salespeople try to make minimum preparation and you know what, you and I know professionals when we meet then and certainly they won’t act like one.

For now I am going to split sales call into three piece. And it all include:

1) Pre call analysis:
Research the account prior to the call and learn something about the person and their business before the meeting? Check their web page, brochures, newsletters. God knows, you could hit a million dollar information.

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Send an outline of the agenda to the client before the meeting and have three value-added points prepared. Bring all materials, brochures, contracts,
etc.?

2) Pre call objectives

Answer the three important pre-call objective questions:
A. Who are you going to see. Who knows it could be a ghost!
B. What is the goal of the call?
C. What do I need to find out during the call?
D. What’s the next step after the call?

Customers loves salespeople who thoroughly prepare with written outline. Also dress professionally with mega credibility of an expert ( solution man/ a consultant). Ask open end questions while narrowing it down to your sales objectives. Handle objections professionally. And don’t forget be a resource and also a friend.

and
3) Post call analysis

Don’t trust your memory and don’t wait until the next day before you write your discussion and findings down. Write every fact you recall as quickly as you can. The prior to seeing the prospect again, if need be, review you database.

Lets say that will be for now. Have a nice day.

What’s your personal value?

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Values are those things that really matter to each of us … the ideas and beliefs we hold as special.
Many of us learned our values at home, at church or synagogue or at school.
Values are difficult to see in a person. People often have difficultly articulating their full set of values. When they do, values can seem a complex array of ideas–and usually come out
disorganized in a person’s thought process. Personal strategic planning begins with your determining what it is you believe in and stand for-your values. Your values lie at the very core of everything you are as a human being. Your values are the unifying principles and core beliefs of your personality and your character. The virtues and qualities that you stand for are what constitute the person you have become from the beginning of your life to this moment.

Your values, virtues and inner beliefs are the axle around which the wheel of your life turns. All improvement in your life begins with you clarifying your true values and then committing yourself to live consistent with them.
See you soon and don’t forget to like us Facebook.