Without structure to the sales call, a salesperson is just a tourist. In order to have a successful sales call, you must stay organized and on-track. That means planning and structuring your visit to a prospect so that you can get the most out of each call. Below are our top things to keep in mind when planning a sales call:
- The pre-call objective/setting an objective for every call. You should set an objective or goal for every call. This gives you direction for the actual sales tactics that will be most effective.
- Make your goal specific. It is important to remember to set specific and reasonable goals so that you can accomplish them without being overwhelmed.
- Be focused AND flexible. Yes, this really is possible! It’s important to not allow your focus to cloud your ability to flex and adjust the sales presentation to the reactions and needs of the prospect.
- Ask the customer for feedback. You can ask specific questions here, like “Did I cover everything sufficiently?” or “Would you like more details on anything we’ve discussed?”
- Ask for the business. You will reach a point in the sales call where it is not only reasonable, but expected, to ask the prospect for their business. You cannot avoid this step and consider it a successful call. You must ask for the business you want.
Remember it is just as important to set goals and plan your sales visit to a previously visited a prospect as it is to plan for a first impression. Every visit to a prospect or customer makes a lasting impression about you and the company you are representing. Plan, set goals, and succeed!