2 Practices for a great Sales call
2 Practices for a great Sales
call
Planning and Analysis
Two
effective tools to be employed Before and After making a call
How often do you feel a butterfly
fluttering in the stomach before making an important sales call.
Not that its a common occurrence only for those who are new to sales job, but also for some of the seasoned campaigners.
Not that its a common occurrence only for those who are new to sales job, but also for some of the seasoned campaigners.
A sales call for a salesman is
comparable to a performance of an artist on stage.
Like every stage is different, ever
sales call is also different.
Only difference is that seasoned
campaigners, know how to hide their anxiety; be it artists on stage, or
sales persons during the
call with the customer....
The confidence of the stage artists is
directly proportionate to the no of rehearsals done by them along with
their group.
Like wise, the confidence of the sales
person is directly proportionate to the research and preparations
done by him before the sales call.
Reaching the venue a few minutes before
and getting to know the persons who have to be met, their style and
behaviour (if the same could be gathered from the juniors of the person to be met) will help a lot during the course of the discussions.
Reaching a bit earlier than the appointed time and familiarisation of the venue, certainly increase the confidence level of the sales person.
Pre call Planning
Before meeting every customer, a lot of
research and study has to happen to make the meeting really effective.
Answers to the following questions will
help the sales person to have a confident and effective meeting with
the customer.
- Understanding the customer's business
- Their pain points
- Possible results that they are looking for
- Urgency of their need
- People who are involved in decision making process
- Users and others who can influence the order
- Budget
- Any other information which may be customer/product specific
It may not be possible to get answers to all the questions above, but, whatever we could manage to get would be better than having no information.
Getting to know the competitors (if
possible) who are pitching for the order could give an idea about
challenges which have to be faced during negotiations, and can help in the mental preparedness of the sales person.
Having understood all these factors, it
is up to the sales person to prepare the documents and presentation
which could address each of the points.
Even if the meeting is likely to happen with
an existing customer, the exercise of planning before the call
cannot be ignored.
In this case, there will be some earlier data about the customers' business, behaviour, preferences, budget, payment pattern and all other relevant information which could be collected and collated would be much easier.
More the information, better it is for the Sales person.
In this case, there will be some earlier data about the customers' business, behaviour, preferences, budget, payment pattern and all other relevant information which could be collected and collated would be much easier.
More the information, better it is for the Sales person.
This preparation will make a lot of
difference, during the sales call with the customer.
Post
Call analysis
After completing the call, it is very
very important to make notes of what transpired during the meeting
with the customer.
- The overall response of the customer
- The pain points of the customers (there may be a difference in the understanding - before and after meeting)
- Solution which can be offered to the customer
- The queries raised by them
- Doubts and concerns they had
- Responses to be prepared for the customer for their queries already raised
- Documents to be provided (proposals or clarifications)
- Next followup dates
- Actions that have to be taken to close the order
- Demos, if any, and the convenient dates
- Organising meeting with technical team or higher ups as the case may be
- Any other information which may be relevant
The purpose of the sales call is to
sell, by offering the fittest solution to the prospective buyer.
Effective selling is guiding the customer towards the decision, which the sales person thinks is right for the customer, and in the interest of the buyer.
Effective selling is guiding the customer towards the decision, which the sales person thinks is right for the customer, and in the interest of the buyer.
Preparation of the above mentioned information will help towards this.
Having prepared the list, the same has
to be followed up meticulously, and discussed with team members or
seniors as may be required, so that closing the order becomes easier.
These two simple tools, followed religiously, will make the very purpose of sales call effective and meaningful.
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