Tweet

Sales Call Objective

Written by: Zig Ziglar

Article Overview: It is important for you to know what you want to happen as a result of meeting with your prospect because everything you say will lead toward that goal and you control the conversation and steer it in the right direction. You need to decide what your sales call objective is before you call the prospect. Prospects are busy, and you will be more successful if you know your objective. Do everything you can to make it easier for the prospect to say yes.

Sales Call Objective

It is important for you to know what you want to happen as a result of meeting with your prospect because everything you say will lead toward that goal and you control the conversation and steer it in the right direction. You need to decide what your sales call objective is before you call the prospect. Prospects are busy, and you will be more successful if you know your objective. Do everything you can to make it easier for the prospect to say yes.

Every sales call is different, so sometimes you may have a different objective than closing the sale or collecting the money. Maybe you want to secure an appointment, or set a follow-up phone call, submit a bid or proposal, or introduce a new product. The first time you talk with a prospect, your sales objective is usually to introduce yourself and do a needs analysis. If the sales call goes further, or in a different direction, you may have to shift your focus to a different objective and that is okay. Every time you suggest a course of action or objective to the prospect, you work to get agreement or “close” on that action. If you don’t know what your objective is, how can you close it? Identify in your mind what you want to do for the prospect, and work to close on that objective.

It is easier to call prospects if you know something about them or their company. There are many resources to help you do this - the internet, industry newspapers and magazines, Chamber of Commerce and networking groups just to name a few. The more you know about the industry, organization, product and person, the more you will begin to think from the prospect’s perspective instead of yours. You will be closer to finding what he wants and needs. As Zig Ziglar says, “You can have everything in life you want, if you will just help enough other people get what they want.” When you understand your prospect’s world, you can help the prospect be a winner.

Related Articles
  Clear Direction or a Firecracker? - Insurance Sales Training
  Less Than 100
  The Three Key Roles in a Conference Call
  Increase Revenue through Sales Call Coaching
  The 3-Most Powerful Words in Sales

Article Tags: appointment, chamber of commerce, industry organization, internet industry, magazines, money, networking groups, newspapers, organization product, perspective, proposal, prospects, right direction, zig ziglar



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
I could use some help with my Marketing Plan Objective - Hi guys, Well I'm off to the UK be back to work on April 10th. In the meantime, I could use some help. My Marketing Plan Objective is definitely not SMART. It doesn't have anything specific, or measurable, it is achievable, it is realistic and it is timed. You're help will be appreciated. Hope to tallk to you in April and see you in May. Judi
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Content Development Vs. Advertising - Hi, I don't need to throw out statistics to make the point that the world of advertising is changing. I am gathering sources to put together an article called "Content Development VS. Advertising" and was hoping to get feedback from business owners. Main Objective Of Article: Show business owners how developing content in 2010 is more cost effective and produces a higher ROI than advertising. Answers I would like from business owners & marketers: 1. What do you consider content? 2. If you had $10,000 to invest in marketing/promoting/advertising your company what would you do with it? 3. What companies do you buy from because they have excellent content? 4. How long would it take you to write 2 great articles a month? 5. Do you think you could produce a semi-professional video? look forward to your answers. Jeff
I answer my phone - when I worked in the Call Center we had to say "Good XXXXXX, Andy speaking, How may I help you?" imagine saying that over and over again. It kind of sticks with you. It's been a few years now but I've kicked off "How may I help you?" part.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Are You Remarkable Enough?

Online Business Ideas: A Look At Various Options

Emotional Energy is Our Engine

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.