Having a sales guide for sales calls prep can be the difference you are looking for. Think about it, the preparation before a sales call has the potential to either make or break the sale. It is as vital as the close. In this interview between Dale Beaumont and Jenny Cartwright, find out here a guide to the four things one must do before calling prospects.
Jenny is one of Australia”s top Telesales experts. From 1991 to 1997 she used direct mail and telemarketing campaigns to successfully promote inspiring coaches such as Tom Hopkins and Anthony Robbins, Zig Ziglar, James Rohn and Denis Waitley.
What four things should salespeople do before calling prospects?
- Take the time to find out information about your prospect – you may do this by asking their receptionist first or by studying their brochure or website. By doing this you will be able to turn a cold-call into a warm- call because you can refer to information that you know about them (you will also get more respect this way).
- Identify what you want to achieve before calling – you may want to achieve a sale, get some company information, check for customer satisfaction or, ask for a referral. If you know what you want from each call, you are much more likely to achieve it. Take some time to think about your objectives before calling prospects.
- Have a secondary objective for each telephone sales call – have a second objective that is easier to achieve success with. This may involve getting them to accept your literature or agreeing to a specific time to call them back. By doing this you keep the communication channels open and feel like you are achieving success with every phone call you make.
- Never waste a call – if the person you want to speak to is unavailable, find out what time they will be available for you to call back. To ensure that your call is not wasted, use it as an opportunity to update their contact details. If you get voicemail, leave an interest-grabbing message to let them know you will call again; think of it as free advertising.
Find more of this interview with Jenny Cartwright in Dale Beaumont’s “Secrets of Top Sales Professionals Exposed!“.