Sales Blog for Sales and Sales Management

All this talking about selling and closing more sales is informative but is it helpful? Well that is always up to debate.  It normally comes down to a couple of sales pundants flexing their sales training muscle so I figure I'll join the fray.  There are just a couple of simple rules to follow if you want to close more business more quickly at higher margins and they all start with the initial call:

1. The quality of the phone call will determine the quality of the appointment.  If you want to have a quality first appointment make sure that when you conduct your phone call and agree to meet make sure you are meeting with someone that has a problem to fix, they want to fix it and can decide to fix it.
2. Pre plan your call.  Identify what questions you will ask, what questions they will ask and what curve balls you can expect
3. Spend your time trying to disqualify them instead of qualifying them.  If you can get them to say no we don't need your product then  you can move on to someone else that does. The harder you try to convice someone that they don't need you the harder they will work to convince you that they do. We call this the cliff principle.

Remember these three rules and you will have great first calls, have great presentation meetings and close more business.

If you want more detail around this please join my associate Mark Trinkle as he host a national live webinar about improving the first call.

Link to: Make The First Call Count