Ten Biggest Mistakes Salespeople Make: Mistake #5

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Ten Biggest Mistakes Salespeople Make: Mistake #5

Encourager-In-Chief: November 23rd, 2016

Failing to prepare

In case you haven’t noticed, it’s getting more and more difficult to get people on the phone—especially if you are calling someone up for the very first time. You only have one chance to make a great first impression. Don’t blow it. It’s important that you have all your facts before you make your phone calls.

Before you plan on calling anyone new, your first step should be to check out their website. Learn as much as you possibly can about the company. See if there’s any specific information about the person you’re calling. I also encourage you to call in and talk to somebody else who may know the person you’re calling. It’s usually a safe bet to call the sales department. Salespeople will talk to anyone but be respectful and considerate of their time. Explain that you want to make a good impression on the person you’re calling and that you’d appreciate any valuable insights they may have. Ask for particulars about what the person is interested in and the best time to reach him or her.

When you get the person on the phone, be professional, polite, and crystal-clear. Don’t waste the person’s time. Explain why you’re calling and why you believe your phone call will be valuable to him or her. For example, you might say something like, “Mr. Franklin, you and I have not spoken before, but I specialize in working with companies in your field who are interested in significantly increasing their sales in the coming year. Should we talk further?”

The more you know about the person’s specific company, the more interested he will be in what you have to say. Encourage the person to ask you questions. The more informed you are about their business and your prospect, the greater likelihood you will get an appointment—but it doesn’t end there.

When you show up, be prepared. Have everything you need to impress your prospect and make a strong case why what you do will benefit him. And, don’t forget to talk in terms of benefits. Show your prospect how he will save time, save money, receive convenience, or experience peace of mind by doing business with you. This is a surefire way for you to come across as a well-prepared, sales professional.

The will to win is nothing without the will to prepare.
- Source unknown

(This excerpt is taken from my Preventing the 10 Biggest Sales Mistakes seminar. )

I encourage you to checkout my Sales Mastery audio program which also includes this lesson in greater detail.

Sales Mastery


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