Small Business Hacks by Barry Moltz & Rieva Lesonsky

Author:Barry Moltz & Rieva Lesonsky [Moltz, Barry & Lesonsky, Rieva]
Language: eng
Format: epub
Publisher: Motivational Press
Published: 2017-11-29T23:00:00+00:00

Wendy Weiss is the Cold Call Queen.

Resource

Cold Calling Results: http://www.coldcallingresults.com/

Hack 50

How to Make a Sales Call

By Anthony Iannarino,

Entrepreneur, Speaker & Bestselling Author

Selling is a complex, dynamic human interaction. There are a lot of ways to have different conversations with many possible outcomes.

1—Say thank you. You should open a sales call by thanking your prospective customer for their time. You don’t need to look around the room to find something you can use to connect with the buyer, like pictures of their kids or their hobbies. Just say, “Thank you for meeting with me.”

2—Set the agenda. The most professional and effective way to start a sales call is by sharing your agenda. You want to tell your prospective customer what you intend to do with the time they are giving you.

If you need to learn about your prospect and their business, say, “I hope we can spend a few minutes getting a better understanding of what you do and how we might help.” If you are meeting to present your product, service, or solution, say, “We want to show you what we do, and we want to explain how we believe it will benefit you.”

3—Share what comes next. A lot of people believe “closing” is something that happens at the very end of the sales process. The truth is you are always asking for the commitments that help you to serve your clients and help them achieve their goals and outcomes.

You want to tell your prospect where you hope to go by letting them know what comes next. Say, “At the end of this meeting, if it makes sense for you, we’ll schedule another appointment (or prepare a proposal).” Or, if you need to have another meeting to learn more, tell your prospect that by saying, “We’ll still need to come back and do more work when we are done here today. So, if this works for you, we’ll schedule that next meeting before we leave.” Setting the stage for what comes next makes it easier to gain that commitment later. Your prospect may have needs of their own. You must check before diving into your agenda.

4—Ask for modifications. You are here to serve your prospective client. You want to make sure they are tracking with your agenda, and get what they need. Ask, “Does this work for you, or is there something else that you’d like to add?” If your prospect wants something, they will tell you, and you can make sure they get what they need.

5—The sales conversation. Once you’ve gained agreement on the agenda, the execution of a sales call is simply a conversation. The more conversational, the better. It’s just a couple of people talking.

If you are sitting across from your prospective client because you need to do the discovery work that allows you to supply them with what they need, ask the questions that allow you to gather that information. The better your questions, the better the sales call. You want your questions to demonstrate you have insight and ideas.

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