There are no second chances in sales. You don't get a second chance if you blow a sales call; the harm has already been done, and whether you can recover depends as much on your prospects as it does on you.
That is why you must arrive at each call well prepared. Yes, you're probably juggling hundreds of prospects and keeping track of a lot of information, but do you believe your prospects care? (Spoiler alert: they don't.)
Prospects are concerned with the following: Whether you can assist them, whether you care as much as they do about their problems, and whether the suggestions you give are viable and implementable.
They don't mind if it's your sixth call of the day. Here are 14 ways to ensure that you are ready for every sales call-
What You Must Know
1) The name of your prospect
I'm glad I don't have to say this. However, if you have a large number of prospects, your calendar invitations may become mixed up, and you may accidentally mix up Jessica at 3:30 and Jennifer at 4:00.
You may not think it's a big issue, but your prospects will — here's how one customer felt when a sales agent addressed him by the wrong name.
2) Their position title
This is also a no-brainer on a sales call. When a quick LinkedIn search would provide the answer, you should never ask a prospect what they do.
Instead, inquire about their company's organizational structure or the teams with whom they collaborate to get a feel of where your prospect fits into the overall picture.
3) Their business
Consider more than the company's name. What does the company do? Who are the members of the executive team? What kind of information can you discover about revenue, customers, and employees?
You won't know everything, but a good rule of thumb is to avoid asking prospective questions about things you might quickly find out.
4) Their accounts on social media
Any interaction requires context, and your prospect's internet presence delivers that background. At the very least, check out their LinkedIn and Twitter accounts to get a better feel of who they are as a person.
Examine the LinkedIn groups they belong to and their Twitter conversations to see if they've highlighted any business issues, asked any questions about your product, or just brought up any information that you should be aware of.
5) Their professional path
Understanding your prospect's work history will help you determine whether they've previously made similar purchases to your goods, how experienced they are in their business, and whether they're new to the industry.
All of these characteristics will have an impact on how much a prospect may influence a purchasing choice, how much education you'll need to complete, and how soon you can make a decision.
6) Up-to-date firm information
Is your prospect's firm in the midst of a Series C round of funding? The sixth quarter of losses in a row? Is there a new product line? If you want to look knowledgeable and current, you need to be aware of it.
Whether it's old coworkers, current clients, or just mutual acquaintances, a shared link may operate as a recommendation, give information on a difficult-to-reach point of contact, or simply serve as a rapport-building discussion topic.
8) Previous encounters with your organisation
Always look for a record of your company's prior contact with your prospect in your CRM (you can use Alore CRM) or marketing automation system.
What kind of material did they look at or convert to? Have they ever dealt with a salesperson?
Even if you're interacting with a prospect for the first time, they may have a lengthy history with your company, and it's vital to know whether this is the case so you can include that information in your conversation.
What You Should Know
1) Recent announcements from competitors
Competitors of your prospect will constantly be on their minds.
While bringing up all of their competitors' recent developments isn't the tone you want to create on first contact, you should know the prospect's competitive environment so you can speak intelligently about how your product can provide them with an edge.
2) Conferences and forums to which they've been invited
Understanding how active your prospect is in their sector, like their career history, is the crucial background that will affect your interactions with them. It's also a terrific way to establish rapport if you've attended the same events.
3) Their interests
Don't be afraid to bring up a unique activity or interest that you and your prospect share.
While a similar passion should certainly not take up a substantial portion of your conversation, it is a fantastic approach to remind your prospect that they are interacting with a human.
Bonus: What You Should Know Before Making a Follow-Up Sales Call
1) What was the topic of your previous sales call?
Hopefully, you're keeping track of every interaction you have with a prospect in your CRM once you've engaged them. (If you haven't already, do so now.)
Always look up your prior encounters before speaking with any prospect so you know what you've already addressed and can refresh yourself on critical facts that may have slipped your memory.
2) How will this call advance the sales process?
Every call should have a purpose; your time (and your prospect's time) is too valuable to waste on a useless conversation. Each call should have a clear aim and a predetermined next action depending on the information gathered.
3) The meeting's agenda
Setting an agenda is a crucial skill. Because your prospects are less knowledgeable than you, you must move the call along without being pushy or dominating.
That's where agenda-setting comes in: it helps you to create a logical call flow with your prospect's approval.
Our salesperson at Alore follows these tips and tricks to successfully set a sales call agenda. Before you make a sales call, what do you make sure you know? Please let us know in the comments section below.