Have A Goal Before Every Call
I hear time and time again a sales rep calling up a prospect or customer and saying things like: I just wanted to check in with you, I just wanted to touch base or I was just follow up. I cringe every time.
Before any call or any appointment, a clear cut goal must be laid out. This may sound silly but you need to know what you are trying to accomplish other than getting the sale. There will be different goals and objectives depending how far along the sales process you are.
For example, if your making your first call, what is the goal of this call? It may be to get a name of a decision maker, send out an information packet with a scheduled call back or appointment time, get a bill to do a savings analysis, or it may be to make a sale. Your pitch will vary for all of these and you will be much less effective if you don’t know what that pitch or goal is.
My bigger pet peave is after a sales rep has made contact and they are “following up” on that contact. What is the point of the follow up? Is it to review the pricing, the terms, see if the contact has read the information, make an appointment, etc? There are so many variables here that you won’t be able to plan for so knowing before the call what you want the outcome to be will help keep you on the right path.
Sales reps that have clear cut goals before each contact is made with a prospect or customer have much more success than those that don’t. Write a list of the most common goals you want to achieve on most of your phone calls and write scripts for each. Be aware of what you want out of each call and watch your sales grow.
Show Me The Money Says:
I’ll look for some pre call and post call sheets that work good for this that outline why you are calling and what you want to say to accomplish it, what the next goal is, etc.
[Reply]
Posted on December 13th, 2008 at 8:43 pm
The Negotiator Says:
A,B,C: Always, Be Closing!
[Reply]
Show Me The Money Reply:
December 23rd, 2008 at 8:26 am
The above comment was supposed to have a video from a movie so don’t take it out of context.
[Reply]
Posted on December 23rd, 2008 at 8:24 am
Timur I. Says:
Good work! Thank you very much!
I always wanted to write in my blog something like that. Can I take part of your post to my site?
Of course, I will add backlink?
Sincerely, Timur I.
[Reply]
Show Me The Money Reply:
January 29th, 2009 at 9:31 am
Sure
[Reply]
Posted on January 27th, 2009 at 3:58 pm