Setting Call Objectives

Imagine you are working with your sales manager and as you recap the daily schedule for him, he asks one or more of these questions.
What’s the purpose of the sales call?
What do you want to accomplish here today?
Why are we making this call?
What’s the reason for the call?
What are the primary sales objectives for this call?
How would you respond?
To make a sale
Introduce a product
To demonstrate a product
To do a review
To find out about the customer’s needs
Or would you respond with very specific sales call objectives that are so specific and clearly defined? There are several key advantages to preparing specific sales call objectives for every sales call. But first, when should you plan these objectives? The best planners always try to set aside the same time each day to map out their objectives and strategies.
You may want to devote fifteen minutes at the end of each day preparing the objectives for the next day. Some sales people prefer to do it the evening before, and still others like to do it early in the morning.
How specific should you be when planning your sales call objectives? Consider this: how specific would you want to be if you knew there was a very high correlation between specific objectives and desired results. When you plan exactly what you want to achieve during the sales call, you become incredibly focused and so does the customer.
Here are five reasons why you should spend at least fifteen minutes every day planning specific sales call objectives.
1. You’ll achieve "definition of purpose."
2. The objective will direct and guide the call.
3. The customer will know why you’re there.
4. Your focused efforts will save wasted time.
5. You’ll be able to measure results on every call.
Your sales objectives are clearly defined by where you are on the sales process. Knowing where you are on the sales process you ask yourself the simple question:

“What do I need to do to move this sale forward?”

Your answer will define your call objectives.


Setting Call Objectives - To learn more about this author, visit Colly Graham's Website.

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