Too many salespeople regularly show up un-prepared, or at the very least, under-prepared for sales calls to prospects and even existing customers. Some do it constantly and then wonder why their prospects and customers avoid them on return calls, while others drop off in their sales volume relative to their prior preparation – yet have no idea why their sales are suffering. them.
Being un-prepared, or even under-prepared is an easy trap to fall into. There will always be too many distractions, and way too many interruptions that take them away from their real focus. It’s how the salesperson handles these time consuming issues that can either set them apart from the crowd, or quickly draw them into the crowd. So choose the path you want to take.
Let’s consider how much better would your sales calls be, if you had a selling countdown system and/or checklist to keep you focused, and if you were able to use it on every call, what would really happen and what could you achieve? Really professional salespeople have a really solid after the call check-list as well.
Your Check-List Getting Ready for the Call
Here are the questions you should to ask yourself.
Read these aloud and check them off one at a time.
- My smile is on and my attitude is right
- I am meeting with the appropriate decision maker.
- My homework and research has been done.
- My introduction is rehearsed and good.
- I can build rapport.
- My content will maintain interest.
- I know my product and know how it will help
- I have a plan how to ask for the next appointment should I need to.
- I have worked on two separate ways to ask for the order.
- I am not prepared to stop selling until I have heard at least seven No’s
If you feel that this seems like too much work for you, perhaps you should consider whether you you’ll make the income you want in sales.
This Article is by Peter Collins – In a sales career spanning more than 50 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 65 books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
Peter can be contacted through his website – profitmakersales.com