The Sales Call Checklist

The Sales Call Checklist

Are you ready to sell? Sales is all about relationships and helping others to solve problems, make improvements, or to simply be better. To do that, you need to be ready for the customer conversation. Here are a few tips to get you ready for that important first contact Before the Sales Call (or Visit): Did you research the company prior to the call? Did you learn something about the contact person and their business before the meeting? Did you prepare 3 points about the benefits of your service/product for the contact? Did you identify what you want to achieve from the call (what you need to find out from the contact person, how to build rapport)? “I believe luck is preparation meeting opportunity. If you hadn’t been prepared when the opportunity came along, you wouldn’t have been lucky.” – Oprah Winfrey During the Sales Call (or Visit): Ask the contact person about their business goals. Ask what challenges they and/or their company are facing. Listen to how s/he explains their situation (75% listening, 25% or less talking). “Pretend that every single person you meet has a sign around their neck that says, ‘Make me feel important.’ Not only will you succeed in sales, you’ll succeed in life.” – Mary Kay Ash Discussion Points: Determine who is involved in decision-making process (it is okay to ask this question). Find out their specific needs. Ask open-ended questions (who, what, where, when, why, how much, tell me about it). Determine how we can help solve their problems. Ask “what if?” questions. Find out what is your next step and establish a...