BASICS OF SALES

What determines a successful sales call? To determine this several questions have to be answered. First and foremost we must determine what are the things that have to be accomplished on that call. Different circumstances dictate different results that must be achieved.

What is it that we want to accomplish? Is it to get an interview? Perhaps a demonstration either on the customer's premises or back at our own office. Let us not forget the all important sales call to get an order. There must be a purpose behind every call we make. Before we get off the elevator and turn that doorknob we should know what we want to accomplish and also have a backup plan if our first objective falls short.

If we are making a cold call there are different objectives than making a call to close an order or making a repeat call on a valued customer:

The objective of a cold call is to just introduce ones self and gather information. Most importantly at the very least it is also to rate the customer to see if they are worth a call back. This can be done by asking questions and also just looking around and observing. If you can get to see a decision maker on the cold call you have more than fulfilled your highest expectations. Also beneficial on the cold call is getting an interview or demonstration. A cold call is exactly what you think it is. A call on an account where you are not expected. You are there unexpectedly and have no bearing on the day to day business activities of that account, so anything you accomplish is a plus.

The call in which you expect to close a sale is what selling is all about. Nothing should deter you from this once you make up your mind that the time to close a customer is at hand. Close early and often once you have set the close up. After the close is achieved, get out.
(Refer to my blog dated July 29, 2009 Once you get the order leave as quickly as possible. There is no next thing to do.)

Another type of sales call is that which has you dealing with a customer you see steadily and repeatedly. What you have to accomplish here is to make sure you are always welcomed back. Do all those things which you planned on, and also make sure you answer all questions and take care of anything that needs to be attended to. Established customers' are the backbone of your territory and the main reason why you make your figures, so treat them like gold, and as said previously: always make sure you are welcomed back.

Have a plan before you make each and every call. And by the way try to have a backup plan also.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips

Please click the free preview @ www.basicsofsales.com and see how MY DVD can change your life.