MODULE 8 A Professional Inside Sales Call You

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MODULE 8 A Professional Inside Sales Call

MODULE 8 A Professional Inside Sales Call

You (yes, you) make sales calls Not all sales calls are in-person…even on the

You (yes, you) make sales calls Not all sales calls are in-person…even on the counter You make sales calls if you… Call people back Follow-up Do you do either of these? You can also make proactive outbound calls

What is the purpose of a sales call? Find a new piece of business

What is the purpose of a sales call? Find a new piece of business Drive a piece of business forward If you do not do either of these, it’s not a sales call…but it may be very important.

From the customer’s perspective, what is the value of a sales call? Two main

From the customer’s perspective, what is the value of a sales call? Two main reasons: Helps them solve a problem Helps them to accomplish a goal What are you supposed to do?

What is a real sales appointment? Definite person Definite date Definite time Sales purpose

What is a real sales appointment? Definite person Definite date Definite time Sales purpose Agreed to (in advance) by customer

Are you supposed to make outbound sales calls? If so, how many? Earlier, we

Are you supposed to make outbound sales calls? If so, how many? Earlier, we talked about establishing goals for your sales calls. How many are you supposed to make? Using this definition, how many do you actually have scheduled right now? How many of them are good quality? Right customer? Right product? Good order? Counter people can make outbound calls, too!

What’s different about the phone? No non-verbal clues Not sure about their attention A

What’s different about the phone? No non-verbal clues Not sure about their attention A lot shorter Easier to get rid of you…

Professional Sales Calls Pre-Call Planning What do you want to accomplish? What do you

Professional Sales Calls Pre-Call Planning What do you want to accomplish? What do you know? Need to know? Value proposition? Schedule the call Confirm the call

The Sales Call Be on time Open with value The customer’s issues go first

The Sales Call Be on time Open with value The customer’s issues go first Follow the written plan Take good notes Get agreement on follow-up actions Schedule the next step

Follow-up Send a written summary Update account profiles Update opportunity tracking Write call reports

Follow-up Send a written summary Update account profiles Update opportunity tracking Write call reports

How do you turn an unscheduled call into a sales appointment? Schedule it

How do you turn an unscheduled call into a sales appointment? Schedule it

Counter Culture How does this apply to you? Do you have regular appointments? Can

Counter Culture How does this apply to you? Do you have regular appointments? Can you set them? How would it help?

Assignments Look at what you did today. Are there any activities you did today

Assignments Look at what you did today. Are there any activities you did today that need a follow-up sales call? How many? What type of call do they need? Look ahead for the next five work days. Do you have any scheduled sales calls? What kind are they? Are there any proactive calls you think you should make over the next five days that are not scheduled?