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Have an Objective for Every Sales Call By Tom ReillyEvery sales call must have an objective. Imagine going on vacation without a plan. Would you board an airplane not knowing its destination? Why would you make a sales call without an objective or a plan for achieving that objective? It's disrespectful to call on a customer without a plan for your meeting. Besides, it's a waste of your time. Begin your planning by asking these questions. "What do I want to accomplish on this sales call?" Is it a repeat call that requires some momentum or relationship building? Do I need to gather information or give information? Do I want to demonstrate a product or service? "What action do I want from the customer at the end of the call?" This action objective is what you will ask for at the end of the call. It's how you will close the sales call. A great rule-of-thumb is to finish a sales call with an action step—something that must happen as a consequence of the sales call. No one plans to fail but many fail to plan. Having a plan for your sales call makes sense. Few salespeople routinely prepare for their calls. This positions you to stand out from the crowd. Remember, value added salespeople make it a habit to do what others consider to be a hassle. About the author: Tom Reilly is a professional speaker and author of Value Added Selling. |
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