A sales call is a sales call correct? Not always. I find that you can have a very successful sales call even if you don’t make a sale while on the call.
Before making your sales calls, set guidelines and stick to them. Ask yourself these questions:
- What is the goal of this call? If you are seeking a meeting, don’t get off the phone without a time to meet and greet. A lot of times you will contact someone to find out they are in the middle of something and now is just not a good time to talk. Be respectful of their time and offer to reset-but always pin point a time for follow-up.
- What can be done to close the sale? If you are trying to show the prospect value of your product or services but they are not willing to commit, offer to send information first and then set up a follow-up call to talk.
Success should be gauged on many factors. First, rapport with a contact, second, understanding value of your product or service and finally, closing the sale.
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