Sales calls can be exciting, but extremely stressful. While as a new business owner you may be tempted to focus on the sales angle of the sales calls, you need to focus just as much on the information you’re getting.
Prior to a sales call, you should have done your homework about the prospect’s business. Find out how many computer users the company has, the number of computer systems, software applications, types of operating systems and their general problems.
How can you make the most of a sales call?
LISTEN, DON’T TALK
The sales call is about the prospect, and not you. Let them speak, vent and reveal information that will help you make the sale.
TAKE DILIGENT NOTES
You can’t rely on your memory in a sales call. If you have a pen or pencil and paper, you will appear professional, interested and you will help yourself keep track of valuable information.
ANALYZE A PROSPECT’S ABILITY AS A CLIENT
Do you want this prospect as a client? Not every sales call will lead to a client, so look for unrealistic expectations, nasty personalities and lack of focus and direction when you are on a sales call.
WHAT IS THE URGENCY?
The sales call can help you figure out how long the prospect’s problem has been an issue, how it has affected the business and how bad the problem is.
WHERE IS THE PROSPECT RECEIVING SUPPORT?
Find out what support the prospect currently receives to manage systems. This is a critical question to have answered during a sales call. Also find out past supporters of the system to help you gauge the prospect’s ability for long-term relationships.
Blogged By: Computer Consulting Kit