There can often be some confusion with regards to what qualifies as an effective sales call.
They can be mistaken for promotional, marketing or service calls – which, when required, can be incredibly useful – but tend to have completely different objectives to genuine sales calls.
And yet I hear phrases like these, from Business to Business Sales Teams on a regular basis;
“I just call in to show my face.”
“I want them to get to know me before they get to know what I’m selling.”
“I don’t want to upset things by revealing I’m actually there to sell them something too soon in the call.”
“I’m investing promotional support early in the hope that one day they’ll become a customer.”
So let’s create a little clarity.
If you’re calling on a prospect or customer – face to face or on the telephone – your objectives will probably fall into one of 3 categories;
In other words, you’re either trying to;
- Find out if you can become a supplier
- Develop an existing customer into something more or
- Put something right that’s recently gone wrong.
Here’s another quick way to work out whether what you’re doing on a day-to-day basis, actually matches up with your business objectives.
If you’re making a genuine sales call – and it goes well, the customer will tell you;
“I need that” - or – “I want that” - or ask – “How soon can we get started?”
If you’re making a service or promotional call – and it goes well, the customer will give you a “Thank you” – and mean it.
And if you listen carefully, you’ll find that the word customers use with the most feeling during a pointless coffee call is; “Goodbye”.
So ask yourself – before you make your next customer call – Which one of following would you most like to achieve?
A Thank You or
If your wages are based on increasing or maintaining business then your employer is probably hoping for an order – but hey – if everything goes well and you’re brilliant at what you do – you will probably end up with all three.
On the other hand, if the main aim of your role is as an ambassador for the business – delivering some level of customer service, marketing or promotional support – then they’d probably be happy with a heartfelt thank you and a pleasant goodbye.
However, if the most positive description that you can give for the majority of your calls, is that people quite like your company and don’t mind you being there – then there’s a fair chance that sales meetings and appraisals probably aren’t your favourite times of the year.
Listen, if you haven’t given any of this much thought before – and I have to say, at the beginning of my career, I certainly hadn’t – then you probably need to take a step back and have a think about why someone pays you that much money to drive around and have coffee with strangers.
Every time you walk through the front door of a business you are either there;
As a customer
As a professional with an idea, product or service that can help – or
To just get in the way
Before you go in to see your next customer,
work out which one of those you’d most like to be.
(click on preferred city for full details)
This one-day workshop was designed to provide delegates with a comprehensive introduction to the Selling with EASE process and to show how a thorough understanding of the four major steps – Earn the Right, Ask the Appropriate Questions, Solve the Problem and Execute the Solution – can help them to succeed in all genuine sales situations.
This interactive workshop is perfect for any salespeople who need to hit the ground running or anyone requiring a comprehensive sales “refresher”
In short – If your job remit requires you to convert sales meetings into profitable business relationships – then this workshop is the one for you.
At the end of this workshop delegates will be able to:
- Explain why customers make the buying decisions and how they choose suppliers
- Understand why your current pitch isn’t the solution to your prospects problem
- Explain why setting yourself two different outcome targets to each call can lead to success every time
- Demonstrate a high level of consultative questioning techniques
- Use real life examples and case studies to sell concepts and solutions
- Effectively overcome all genuine objections
- Understand – and execute – the process of closing every sale opportunity
Interested in finding out more?
(click on preferred city name for full details)