Tuesday, April 27, 2010

Take the Initial Sales Call Seriously

Many reps think closing calls are more important than prospecting calls. They'll zip through the prospecting call in hopes that their next call could be a closing call. The correct approach is to understand the importance of the prospecting call so you will plan and execute it effectively.

On every call, including the initial sales call, you should be trying to advance the account as far as possible towards a sale. The goal of each call is the same -- to get them to a close, not to send them your literature or schedule the next call. Half the battle is getting people to talk with you. Why would you want to cut it short?

There are a few components that are unique to your initial sales call:
1. Introduction: This occurs when you are calling on a new customer or a new contact at that customer. You need to share your niche statement and introduce yourself as their salesperson.
2. Ask key "knockout" questions: Some standard "knockout" questions center on budget and decision-making ability. If they don't have money to buy what you're selling or they don't have the authority to buy what you're selling, why are you talking with them? If you don't ask your knockout questions on your initial sales call, you will waste your time (and theirs) until you get those questions answered.
3. Establish their first impression: You only get one chance to make a good first impression. Much of their attitude towards you will be based on this initial sales call.

"Show class, have pride, and display character. If you do, winning takes care of itself." -- Paul "Bear" Bryant

The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets.


  1. While we’ve already seen the Air Jordan XXX1 in its “Banned,” “Brazil,” and “USA,” colorways, we now take a first look at this Jordan 11 "72-10" Air Jordan XXX1 Red White edition.Going with a Chicago Bulls-like “Home” color scheme of a mixture of Red and White throughout that could be another exclusive pair for the 2016 Summer Olympics.This Air Jordan XXX1 includes White detailing hitting the Jumpman logo and Nike Swoosh on the sides, along with a translucent outsole.There’s no official release date set at the moment, nor Jordan 11 Space Jam do we have confirmation of these releasing anytime soon. Check out the image below and stay tuned to Sneaker Bar for more updates.
    The Dave White x Air Jordan 1 Wings For The Future was the second installment of the Air Jordan 1 by Dave White that debuted on February 11th, 2012 for $175 USD.This Air Jordan 1 came dressed in the Jordan Future iconic Jordan Brand color scheme having a mixture of Black, Sport Red, White and Cement Grey. They even used the elephant print on the forefoot laces-strap.White actually created four design options for this shoe, each implementing expressive elements. While eye-catching from the jump, White Jordan Eclipse thinks that it’s the details that sneakerheads will appreciate from these kicks. “As people see them in the flesh all the little touches that make them special will unveil themselves. The use of artist grade canvas on the tongue, textured paint printed onto white upper, the laces and sock liners with the stitched wings logo and the box really is the icing on the cake.”The release also included matching Jordan DW Wings crew t-shirts to commemorate the release.How many of you were able to scoop these up back 2012? Jordan 13 Are you ready for Dave White to work his magic on another Air Jordan Retro model? Let us know in the comments section.
    The Air Jordan 1 GS Heiress Plum Fog is part of the Air Jordan “Heiress Collection” that’s releasing in a brand new colorway.This Air Jordan 1 comes dressed in a Light Bone, Metallic Gold, Plum Fog and White color