Most sales calls fail before the first minute is over. Why? Because the caller already failed: The call was poorly planned!
[event_signup display_till="Nov 18, 2011" event_date="Nov 17, 2011 5-6:30 pm CST" venue=Webinar (Online workshop)" charge="EUR 23 or RMB 200" event_name="Preparing for Winning Sales Calls"]
Sales calls can lead a product or company to success, or can break its reputation.
They can be a source of tremendous success. Yet, they are all too often associated with rejection and desperate ways to overcome objections.
In fact, most sales callers give little chance to themselves to succeed. When they dial, they have little idea about the other person’s motivations… or even their own objective.
Here are some frequent symptoms of poorly prepared sales calls:
- The caller has little or no idea about the counterpart’s gender, age and position.
- The caller is not familiar with the counterpart’s industry and corporate culture.
- Precious calling time is spent collecting trivial information available online.
- The salesperson is not clear about the purpose of the call,
- …consequently the caller does not have the necessary confidence,
- …consequently the call ends without meeting its ideal purpose.
Well, that means another couple of minutes lost, and if there is one place where time is money, it is sales calls!