Making sales calls is the top one job mentioned in a sales work job role. Whether it is inbound marketing or talking to loyal customers, it is all that salespeople must learn to be successful. As with all other operational practices, making sales calls needs to have a schedule that reps will obey and benefit from. Getting a pre-call program is essential to make the right sales calls. The following are simple steps to help you make the most of your call preparation.
- Research your prospect
The intention of this move is twofold. First, it helps you to establish rapport with the prospect. When you know a few things about them, “which you can quickly find on social networking sites,” you have instant conversation starters. Second, and most critically, it provides you with useful knowledge about the company, the market, and what problems they are having that your product can help with.
- Know the prospect’s competitors
If you have heard about the prospect and the business, you can also learn about their rivals. By collecting knowledge about what their competitors are doing, the positive and the bad, you will tailor your selling approach while delivering solutions.
- Know your objective for the call
Defining your goal before making the call lets you keep on target. Be sure you are adding all your notes in your sales target app. You look at where you are in the business cycle and when the next step is. Examples include an appointment with a senior executive, an opportunity to introduce your proposal to the Buying Committee, or a sample placement of your solution.
Bottom Line:
Planning before your call is worth the time it takes. Knowing about your prospect, the company, and their rivals, getting any questions scheduled, and predicting and addressing opposition makes sales calls more relaxed and efficient
