Making Your Sales Calls Relevant

Salespeople tell me that is increasingly difficult to get customer appointments.  This is undoubtedly true as we all agree that time is the new enemy.  A salesperson must demonstrate good sales leadership and differentiate themselves from others trying to get on the customer’s calendar.  Craig Letty once told me that the goal of every sales call he had was to get asked back for another visit-he was right.
What are the 10 things every salesperson must do every time they visit a customer:

1. Read your last call report with this customer-did you do everything you said you would do at the last meeting?  If not get it done and reschedule the call
2. Be 10 minutes early for the appointment-planning to show up at the appointed time invariably makes you late.
3. As a corollary to point 1, make your first comment about something they shared on the last call.  It is a great starting point.
4. Do you know your customer’s customers?  Know them-your livelihood depends on their business too.  Ask about new projects these end users have and how you can make your customer’s business better.
5. Actively share any insights you have about your customer’s industry.  Your insights will be different from theirs as an insider and the conversation will educate you to serve them better.
6. Provide them a demo of any new products or applications your company has brought about in the last 6 months.  Focus on benefits and work backwards to the features.  Provide a tactile leave behind (not paper) that will reinforce your brand image.
7. Show them links to any webinars, white papers or videos that might give them ideas how they can enhance their product offering to their end users.  Send those links immediately following your meeting to reinforce your “expert” message.
8. Ask if there any organizational changes in the past 12 months and how it affects them and their decision making.  You’ll need to sell up and down the organization so having a positive image throughout will benefit you when organizational changes occur.
9. If they ask you a question you don’t know admit it and get back to them.  Humility is king.  This is also a great opportunity to reconnect in a positive light.
10. Close out your meeting at the pre-appointed end time.  Going overtime does not necessarily mean a great meeting.  Get in-get out and respect their time.  Every moment they spend with you is time they could be spending doing their real job.  Thank them for their business.

Every sales call is really a business development call.  Keep your antennae up: http://www.jimthomasintl.com/blog/february-11th-2016
Web sites and catalogs are great customer tools to present products. Bring something more valuable to the meeting than what they can gather in the public domain and you will be handsomely rewarded.


Contact me at jim@jimthomasintl.com if you want to set up a no charge fifteen minute consultation about making your sales calls more relevant starting today.
 
 
Good Selling!

 

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