7 Simple Tips for More Effective Sales Calls

Another great guest-post by Mike Sigers

Here’s the thing I’m running into with many tier 2 sales professionals (by “tier 2″ I mean those who are early or mid-career who are selling less than $1MM per year, in high activity industries), too many don’t really sharpen their skills. They don’t think through what they want to happen or what could happen on sales calls. They don’t approach their visits as though they’re a professional.

They apply blue-collar thinking, if you will. But let’s get to Mike’s content…

7 Simple Tips for More Effective Sales Calls

1. Decide on the objective of the sales call. Making a sale in not reason enough. Asking for the order too early is as bad as not asking. Just like in building a home, the foundation you lay is the most important part of the sales equation.

2. Review all known facts about the prospect. Who else do they buy from ? Have they announced any new products lately ? Any new clients ? Any news releases of any kind?

3. List all the benefits that are available to those that use your product. Make sure to solve all of your prospects problems with your solution.

4. Focus on the selling points that evolve from all of the benefits in #3. Write them down, in the sequence that they are likely to come up. Know this list inside and out and don’t be afraid to let the prospect see the list. He’ll see that you were thinking about his business.

5. Assemble a file that includes spec sheets, photos, testimonials, test data, etc. Use it to support your sales story. Make the prospect aware of your desire to help his business.

6. Make a list of all possible objections to the sale. Have at least 2 solutions for each one. Add to the list every time you make a call on a prospect in this same field.

7. Write out a pre-closing summary. Then write another one, then a third one. Be ready for every possible conclusion to this meeting.