Sales Calls: Success through Preparation

Sales Calls: Success through Preparation:from The Pipeline by admin


Guest Post – Megan Totka
Sales people are tasked with some of the biggest challenges in the working world. Rejection comes with the territory and simply cannot be a deterrent for future attempts. Adaptation and the ability to learn quickly about a variety of topics are job requirements. A good salesperson consistently closes deals. A great sales person sells things, but also combines an air of expertise with a genuine feeling of concern for the client.
In a market that is increasingly concerned with “inbound” techniques, the traditional sales call is more powerful than ever. Whether a cold call or an arranged one, clients are more appreciative of the human connection than ever before. This does not mean that everyone will be happy to hear from you. It DOES mean that people on sales calls have an opportunity to reach clients on a personal level and close sales on the line.
One way to prepare for success is through pre-sales call preparation. Take time to form a game plan and winning mentality before dialing the number. Follow these simple steps in preparation and then feel confident in your sales approach.

1. Immerse yourself. If there are particular industries that you always sell to, get to know what makes them tick. Read up on industry trends, perform market research, attend trade shows and read the best blogs on the topics. You will be able to speak more naturally in your sales calls and your clients will regard you as an authority in your field.
2. Prepare questions. There is a misconception in sales that the person making the call has to know everything upfront. In fact, most clients find it off-putting if a sales person assumes to know more about their business or industry than they do. You may already have a template of questions that you ask every client, but go ahead and add a few more specific ones. As you call back for repeat business, you may not need a “list” in front of you because the inquiries will just flow.
3. Do not reinvent the wheel. If there are sales strategies that have worked for other businesses and company leaders in similar industries, use them again. It is not “lazy” to duplicate your tactics from one client to the next – it is smart and efficient. What you want to avoid, however, is the feeling that you are just reading from a script or “automating” your sales call. Even if you ARE reading a script – switch it up a little bit and make the words your own.

There are obviously more approaches each individual can take before a sales call, but these are some basics that every person can follow. As in any job, being successful in sales takes some trial and error. Each person will find their strengths and weaknesses through experience. Even seasoned sales veterans can learn a few new things along the way about what works, what used to work but no longer does, and what to completely avoid on all occasions. It is all part of an evolving marketplace – and one where sales calls still work if executed correctly.
Megan Totka is the Chief Editor for ChamberofCommerce.com. She specializes on the topic of small business tips and resources. ChamberofCommerce.com helps small businesses grow their business on the web and facilitates connectivity between local businesses and more than 7,000 Chambers of Commerce worldwide. Megan also specializes in marketing solutions for businesses.