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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.

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The Power of the Word: Part 2
By Zig Ziglar

About the Author: Zig Ziglar

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A talented author and speaker, Zig Ziglar has an appeal that transcends barriers of age, culture, and occupation. Since 1970, he has traveled over five million miles across the world delivering powerful life improvement messages, cultivating the energy of change. Since 1970, an extensive array of Ziglar audio, video, books, and training manuals have been utilized by small businesses, Fortune 500 companies, U.S. Government agencies, churches, school districts, prisons, and non-profit associations, affecting lives in a profound way.
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