Tuesday, April 15, 2014

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.

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