Browse Tag

effective sales calls

The Only Sales Training You Need

SQC smallProblem:  I received a call from a salesperson pitching the idea of getting involved in an investment opportunity.I listened to what he had to say, explained why it would not be right for me, thanked him for thinking of me, and we said our goodbyes. I remember thinking as I hung up the phone, “He really doesn’t believe in what he is selling.” Upon reflection, my thought about his product not being a right fit for me was triggered by his lack of confidence. I could hear the uncertainty in his voice and in his response to my questions. read more

Eliminate Mutual Confusion

SQC smallProblem:  Ever go on a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a luke-warm response such as, “I need to think it over. Call me in a few days.” Opportunities are squandered and the buyer seems to be in control. read more

Stump the Gatekeeper

SQC smallProblem: Sara was becoming increasingly frustrated in her efforts to reach the decision makers when she was prospecting. Time after time access was blocked by the gatekeepers and information gatherers. It often seemed like there was a conspiracy to keep her from speaking to the top-level people. She had tried various tactics, but nothing was working. Now her sales were suffering. read more

“Sounds Like You’re Busy”

SQC smallProblem:   The following frustration was shared with me by a salesperson the other day.  “I reached out to 57 potential prospects this week and only 8 of them gave me the time I needed to tell them what I do.  The rest of them said they were busy and didn’t have time to talk.  I have been taught that prospects are concerned that salespeople will take up too much of their time so I always ask if they have a few minutes to talk.  What do I have to do to earn a minute of time?” read more

Another Lousy Appointment

SQC smallProblem:  It was a gloomy day and had just started to rain when Rick left his second lousy appointment of the day.  “Man,” he thought to himself, “it’s pouring down rain, my car is at the other end of the parking lot, and this appointment that I drove 40 miles to see was a total waste of time.  My grandmother is a better prospect than this guy.”  He put his head down and dejectedly trudged through the rain towards his car.  On his way back to the office, he reflected on the appointments he had been on recently.  The majority of them had been similar to these two, a waste of time for the most part… nobody seemed interested in buying.  He was starting to feel like they were all bad prospects.  The gloomy day mirrored his mood perfectly.  He needed to do something quickly since his sales were starting to suffer. read more

How to Stay in Control of Your Sales Call

SQC smallProblem:  In the parking lot on the way out of the sales meeting, Sid shook his head and said to his manager, “If I would have only asked about _______ the call would have taken a favorable turn.  Why can’t I think of those things while I am in the middle of the meeting?”  Asking yourself these questions after the sales call is just as effective as having a parachute that opens after the first bounce. read more