Whenever you’ve got a sales call scheduled once you get your sales prospect – treat it being a golden opportunity.
Because actually this first sales call, is actually a golden opportunity in your case. What if your new sales prospect has the possible ways to become your largest customer.
What would the lifetime valuation on your largest customer mean?
Here are seven things you must do before calling on every new sales prospect.
Thing you want to do # 1:
Be likely to shop around understanding that means making Google the first stop. Do a search about the person’s name, the company name, and the name with their best selling product. You might be surprised with all the results you will get.
Thing you want to do # 2:
Now this is the little thing that could have a big impact. It can develop a powerful first impression to suit your needs.
Go to an office supply store and get a dozen red file folders. While you’re at the shop buy Avery product #8366 that are white file folder labels. Prepare a label with all the name of your brand-new sales prospect.
Imagine your prospect’s reply to seeing his name for this red file folder. He will immediately consider you professional, organized, successful, and different from other salespeople he’s familiar with yesteryear.
A little thing with a big impact.
Thing you should do # 3:
You must have a written sales call objective for your first sales call. Your written objectives just for this sales call normally include: to create rapport, establish credibility, to inquire about 3-5 open-ended questions, to identify one common appeal to you share, and also to secure agreement on your second meeting.
Your written sales call objectives will scream “Professionalism.” By contrast most salespeople arrive being a tourist just taking in the sights – pity the indegent sales prospect who must deal with this display of mediocrity.
Thing you should do # 4:
To obtain the ball rolling, building rapport and establishing credibility, I suggest you prepare and practice 3 – 5 open-ended questions.
Nothing shows your interest greater than the questions you may well ask – so be likely to ask good questions.
You can start with… tell me about your organization… what exactly are your responsibilities… in addition to you cure is associated with making decisions for… exactly what are the biggest challenges you’re facing growing your company?
Once again asking these questions will demonstrate your interest and professionalism, reliability , differentiate from most salespeople.
Thing you should do # 5:
If you enjoy playing the product tag game it is possible to immediately go on to # 6. It’s absolutely amazing what number of salespeople are not able to secure the meeting time and date to the second meeting.
Once you have qualified the sales prospect as a potential client make sure you remember rather than hesitate to question for your second meeting. Do not attempt improvisation. Prepare and exercise the method that you will ask for that second meeting.
Thing you want to do # 6:
This then all you have is especially important if you be a serious person. Before you obtain out of one’s car look at the rearview mirror to make sure you’re smiling.
Trust me, when you find yourself caught in traffic, owning a little late, just ended a telephone call using a disgruntled customer – please don’t think you have a happy face on. Check your mirror to look at the smile.
Thing you want to do # 7:
Try this affirmation on for size “This will likely be my best sales call ever to a different sales prospect.”
Right after you check to ensure you’re smiling saying this affirmation fills your brain with positive thoughts and words squeezing out any potential negativity.
You may not realize this but you are in complete control of your thoughts. And of course you know the method that you think is everything!
There’s a tremendous difference between self-doubt and self-confidence and both of them are controlled by your opinions.
This affirmation creates the perfect mindset for any very successful sales call.
Just try it once and see just how much better you really feel.
Now you understand the 7 things you want to do to prepare for the first sales call. Believe it or not you can have a 7-point system for making sales calls on new prospects.
Use this technique to make every sales call superior to the final one.
Let’s go sell something…
Discover the 12 Best Sales Questions To Ask Customers. When you may well ask these sales questions, you won’t be selling you’ll be solving your customer’s problems.
You’ll close more sales when i hear you ask these 12 clever sales questions.