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What to do on your first sales call?

Guest post by: Nilesh Shah

Article Overview: First sales call is always a challenge for sales guys... What to ask? How to offer? How to stand different from competition?

What to do on your first sales call?

How is the weather today?

Where you are from?

How many location you have?

Name of your company? Although they are good in communication and appear well in presentation but you

develop a kind of negativity on them as they're trying to intrude your privacy.

It sounds intruding when you receive the call; the same happens to your prospect when you setup this communication.

Essentially, the most important part of marketing and sales cycle is to develop a relationship.

A relationship that is built on trust takes business to a great new height.

To do so......

• Develop an instant likability with your prospect
• Show them that you're here to help and approachable too
• Setup a wave-length by sharing your domain, industry and vertical knowledge
• Allow them to understand and take a call that you and your company are good to do business with

While offering the products and/or services,

• Share the benefits that is going to derive by implementing your offerings
• Avoid to much of technical stuff, try to explain in simple language
• Instead of convincing them to buy your solution, facilitate their decision-making process
• Give them a specific and easy-to-take action that facilitates their ability to make a good decision

While competition is wondering what to do, you've effortlessly made the sale :)

Related Articles
  Setting Call Objectives
  Why Follow a Sales Process?
  Sales Talk Versus Sales Babble
  Sales Prospecting is the most important skill©
  You Must Take Action Now... Sales and Marketing Training
  It Is All About the Buyer
  Sales Call Objective
  Pre Call Planner
  Call Me - How Not to End a Client Letter/eMail
  Your pre-call & post-call checklist
  Sales Reluctance In Any Part of Selling
  The death of the sales call?
  Who You Call On is a Conceptual Thing
  Experience is not a substitute for the pre-call plan
  UK Sales Coaching For Sales Managers - A 60 second tool
  Field Sales Training Accompaniment
  Keep Prospecting Simple©
  What approach should I take when cold calling?
  Increase Revenue through Sales Call Coaching
  How the Choices You Make Will Determine Your Sales Results

Article Tags: first sales call, marketing, prospecting, sales



Related Forum Posts
Why So Much Time? - Hi Evan. I'd challenge you about how long a webinar takes to prepare. There are some simple models out there that would suggest that the time you need is a lot less than you might think. Remember, you are not writing it all down and just reading it out. 2 minutes settling everyone in 5 minutes outlining the call and the ground rules of listeners (if it's interactive) 10 key points of 3 minutes 10 minutes of Q&A 5 minutes of a sales pitch 5 minutes of a review of the call 3 minutes of goodbye If you are able to manage it so that the call is even more ointeractive (Q&A with others on the call chipping in with their ideas and you act as a facilitator), you workload is even less. The only time you need to prepare is the 10 key points and the marketing/e-mails. Pretty straight-forward! Regards
Re: I want to start a CARTRIDGE business Need help - Hi abe3475, Welcome to our forums! To find out the general markup on ink cartridges you'll need to go to their respective websites, and contact a customer service representative to give you the contact info of their distributor in your region. Then when you call the distributor, tell them you're looking to start a small business selling cartridges and ask for the name and number of the local sales representative in your area. Give the sales rep a call and explain your story again to acquire a price list via email. However, I've found that some large online retailers can actually match the prices found on local sales rep "price lists" because it really depends largely on where you're located. For example, in the US, everything seems to be cheaper than in Canada.
Re: Business Query....HElp me out! - Hi Sandeep, Welcome to the forum. There are many reasons why you are failing to get to the next step. Do you own a website? Is it appealing? Do you have a "killer" sales page? What do you write in your email? Maybe it goes directly to their spam folder? If you do get to talk to someone, try to close the deal at this one phone call, each call you make is getting you away from your target.
Re: What to avoid when cold calling? - Excellent point! Many sales people use word "try" to often and I am always surprised to hear it. Either you will do it or not, but please don't try...it sounds really weak. How about the word "just"? I "just" call you to follow up with you... Your clients are not feeling special when you use word just. Simply avoid it next time when you call someone.
real estate - Would Reid call these recent economic indicators as more "good news" like he did the loss of 36,000 jobs? On the real estate front, new home sales are collapsing again, existing home sales are also falling sharply and construction activity (both residential and commercial) is sharply down.


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