Wednesday, April 14, 2010

Welcome to the Erie Sales Club!

The Erie Sales Club is designed to be an educational and networking resource for sales reps and sales managers in Northwestern PA. It's created by Erie sales professionals for Erie sales professionals. And it's completely free of charge. In addition to this website, we will hold meetings locally and produce a newsletter that highlights what's new on this site and features an exclusive Sales Tip. To subscribe to the newsletter, send an email to

The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets. Here's our first sales tip for you:

Business Outcomes & Emotional Outcomes
You must keep in mind that with every call there are business outcomes and emotional outcomes. You should have a clear understanding of what outcomes you want from each call. This will give you (1) insight on what you should be striving to accomplish on each call and (2) insight on how to accomplish it.

Your overarching business outcome should be to give them more value than they believe they are paying for. Your overarching emotional outcome should be that each time you call, they feel they have to take your call due to the value you provide them.

Before calling a client, you should ask yourself:
1. Who do you need to call?
2. What do you want to get out of this call?
3. How do you want to accomplish it?
4. Why do you need to make this call?
5. Where is the best place to talk?
6. When is the best time to talk?

Be specific in your desired outcomes -- write them down in your precall plan which you should prepare prior to making the call.

"The will to win means nothing without the will to prepare."


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