Some sales reps rush through their calls just to hit their numbers. However, just because they’re dialing doesn’t mean they’re making meaningful progress. Preparation — like doing your research and planning your approach — is what makes a sales call productive.
In a post on the Nutshell blog, writer Kaitlyn Wightman says that if you want a fighting chance at closing a new client, you need to be prepared. It’s not about speeding through the process but slowing down and taking time to map out the conversation and know how you’ll respond to objections. In this issue of PromoPro Daily, we highlight her thoughts on 7 things every sales rep should do before a sales call.
- Go beyond basic research. Wightman recommends checking out the prospect’s LinkedIn page and their company’s About Us page. This can help you see the bigger picture of what challenges they may be facing.
- Define your goals. You should know what you want to accomplish before the call ends. Wightman suggests writing down specific, targeted questions that are relevant to your prospect’s business, industry, pain points and needs. However, don’t ask so many questions that it feels like an interview and not a conversation.
- Structure the call. According to Wightman, creating an informal itinerary as part of your sales call plan will help you maintain control of the conversation. Plan out some talking points and map out how to shift the conversation from topic to topic.
- Customize your presentation. Wightman says this is a must, whether you’re about to pitch or you’re making one of your earliest calls. The idea is to drive home how you provide the promo solution they need.
- Know your value. The prospect’s time is valuable and so is yours. Try to inspire them to speed up their buying decision by providing helpful information that speaks to their needs. Wightman says the call should end with the prospect knowing what steps to take next.
- Prepare for potential objections. You’re likely to encounter at least one objection during your sales call, she says, even if you’ve done plenty of research. It’s just part of the process. Mentally preparing for those objections is key to handling them graciously when they arise.
- Visualize success. Consider how athletes prepare. They stretch and control their breathing. They visualize each move and consider how much energy they need to push through. This is how you should think about your sales calls, Wightman says. Envision your calls how you want them to go. Play them out in your mind with the confidence and helpfulness you want to convey.
It matters how you prepare for your sales calls. Take time to research each prospect, anticipate questions and use the right tools. This is how you can make each call count.
Compiled by Audrey Sellers
Source: Kaitlyn Wightman is the former content marketing manager at Nutshell.
