Whenever you have a sales call scheduled with a new sales prospect - treat it like a golden opportunity.
Because in fact this first sales call, could be a golden opportunity for you. What if your new sales prospect has the potential to become your largest customer.
What would the lifetime value of your largest customer add up to?
Here are seven things you must do before calling on every new sales prospect.
Thing you must do # 1:
Be sure to do your homework and that means making Google your first stop. Do a search on the person's name, the company name, and the name of their best selling product. You might be surprised with the results you get.
You should also go to: http://www.google.com/alerts - Google Alerts are email updates of the latest relevant Google results (web, news, etc.) based on your choice of the name of a person and / or the name of a company.
Thing you must do # 2:
Now this is a little thing that can have a big impact. It can create a powerful first impression for you.
Go to an office supply store and buy a dozen red file folders. While you're at the store buy Avery product #8366 which are white file folder labels. Prepare a label with the name of your new sales prospect.
Imagine your prospect's reaction to seeing his name on this red file folder. He will immediately consider you professional, organized, successful, and different from most other salespeople he has experienced in the past.
A little thing with a big impact.
Thing you must do # 3:
You must have a written sales call objective for your first sales call. Your written objectives for this sales call can include: to build rapport, establish credibility, to ask 3-5 open-ended questions, to identify one common interest you share, and to secure agreement for your second meeting.
Your written sales call objectives will scream "Professionalism." By contrast most salespeople arrive like a tourist just taking in the sights - pity the poor sales prospect who must put up with this display of mediocrity.
Thing you must do # 4:
To get the ball rolling, building rapport and establishing credibility, I suggest you prepare and practice 3 - 5 open-ended questions.
Nothing shows your interest more than the questions you ask - so be sure to ask good questions.
You can start with . . . tell me about your business . . . what are your responsibilities . . . in addition to you who else is involved in making decisions for . . . what are the biggest challenges you're facing growing your business?
Once again asking these questions will demonstrate your interest and professionalism and differentiate you from most salespeople.
Thing you must do # 5:
If you enjoy playing the telephone tag game you can immediately proceed to # 6. It's absolutely amazing how many salespeople neglect to secure the meeting time and date for the second meeting.
Once you have qualified your sales prospect as a potential customer don't forget and never hesitate to ask for the second meeting. Do not attempt improvisation. Prepare and practice how you will ask for the second meeting.
Thing you must do # 6:
This next thing is especially important if you happen to be a serious person. Before you get out of your car check your rearview mirror to make sure you're smiling.
Trust me, when you're caught in traffic, running a little late, just ended a telephone call with a disgruntled customer - please don't think you have a happy face on. Check your mirror to check your smile.
Thing you must do # 7:
Try this affirmation on for size "This will be my best sales call ever to a new sales prospect."
Right after you check to make sure you're smiling saying this affirmation fills your mind with positive thoughts and words squeezing out any potential negativity.
You may not realize this but you are in complete control of your thoughts. And of course you know how you think is everything!
There's a huge difference between self-doubt and self-confidence and both are controled by your thoughts.
This affirmation creates the perfect mindset for a very successful sales call.
Just try it once and see how much better you feel.
Now you know the 7 things you must do to prepare for your first sales call. Believe it or not you now have a 7-point system for making sales calls on new prospects.
Use this system to make every sales call better than the last one.
Let's go sell something .
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Author: Jim Meisenheimer
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