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Making a Successful Sales Call.....

waynefarran
Jun 23, 2014
2 min read

Some people fear the so called Sales Call. But with the right preparation you can be on you way towards a favourable outcome.

There are numerous factors that ultimately determine how successful the call was; some that we have no control over and other factors that we can help influence to our advantage.

The following points are what I generally do and consider prior to making the call. I hope that some of the points below may be of help to you.

1) Prior Preparation.

What is the goal of the call?
What do I need to find out during the call?
Who do I need to talk to (decision-makers)?
Prior to the call can I do online research about the company and/or primary contact/s.
What information may I need in front of me during the call? i.e. Product Information / Pricing

2) The Introduction & Conversation.

Actively take notes during the call (A must do).
Always talk in layman's terms? (Also a must)
Pre plan a basic personal introduction and company overview at the start of the call; short but concise.
Introduce your brand and or product by way of features and how you believe they will be of benefit and add value to their business.
Be an active listener, engage them in conversation but let them mostly speak; this is where you learn from what you hearing.
Towards the end of the call summarize their needs and how your product and or service add value.
Discuss what the next follow-up and or required action is along with the required timeline.