Here are five tips to keep in mind during a sales call with a prospect:
1) Attitude is everything. It is the combined energy and passion that resides within your organization that will help capture market share and help you grow faster than your competition. It is the attitude that you approach these challenges and opportunities that matters most.
Here’s a great quote which captures the importance of attitude and how your approach is an important aspect to where your company is in terms of the competition and how it is doing overall:
"You cannot control what happens to you, but you can control your attitude toward what happens to you, and in that, you will be mastering change rather than allowing it to master you." Brian Tracy
2) Preparation, education and practice are the keys to your success. Selling takes hard work, preparation, and honest communication with your prospect. Always go into a sales call knowing your prospects’ industry, their products, their buying motives, their challenges, and what their needs are. Practice your presentation and your questions/responses. Know your competitors inside and out. Obviously, the more you know about your customer’s business, the better prepared you’ll be to confidently respond to questions and objections.
3) Be sure to summarize the results of the meeting with your prospect. Make sure that you are on the same page with your prospect and that you have both reached the same conclusions. Review what was discussed and what the next steps are. Are there differences in opinion that need to be discussed in further detail? What are the next steps in the process?
4) Debrief the sales call as soon as possible. Think of every sales call as an opportunity to learn something and to polish your skills. Jot down specific details of the sales call. What did the customer ask you, and how did you respond? What were the customer’s objections? Did the customer tell you what his/her main needs were?
5) Develop a lost sales follow-up plan. Failed sales calls can often be some of the best learning experiences. If you’re unsure why the potential customer didn’t choose your company, you can always go back to the prospect and ask why your company wasn’t selected. Be respectful and appreciative with what the customer shares with you. Remember, the goal is to get more insight from the loss to help you increase your competitive advantage and the likelihood that you’ll win the next sales call.
Keep these five tips in mind and use them consistently when meeting with future prospects as you seize the day. You’ll find that you’ll improve your sales calls and you’ll be on your way to exceeding your goals.