What to do on your first sales call?

You typically receive about 8-10 calls per week, where somebody's selling credit cards or loan or some other products and service
Typical sales people have a drafted script and the moment you receive a call it starts like...
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 :)


Nilesh Shah nileshshah@rancelab.com Over 10 years of experience in the field of software development, sales and marketing. He has assisted over 500 Retailers and Restaurateurs in implementing the Retail and F&B software with barcode & pos hardware for their business. He holds a designation of Director, Marketing in Rance Computer Pvt Ltd. He holds the certification from Microsoft Corporation and NIS. His current research focuses on developing and implementing intelligent retail systems...

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