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