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Taking Sales to a Higher Level

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6 smart things to do in the first 20 minutes of a sales call

“GO FOR THE JUGULAR!” screamed the poster. Chris, VP Sales looked at the poster pinned to the workstation and then at Bret, his new sales hire. Smiling, Bret explained “Sums up my sales approach Chief. When I meet Customers, I keep my eyes on the doughnut and not on the hole. The moment I see any buying signal from the Customer, I jump for the kill. I want to be in the Sales Guinness for the quickest closure. I will do it in two minutes, someday”

Chris sighed. “What is your strike rate by the way Bret?” he asked. “Umm, that’s an area I need to work on I guess” responded Bret “At the moment, it is about 15%”

Chris: “Would it surprise you, if I told you that it might have something to do with your sales approach”

Bret: “I can’t see what I am doing wrong. ‘Always Be Closing’, that’s what the Sales School taught me”

Chris: “Yes and no. You should always be closing, yes. But that’s after you have created a conducive contact climate”

Bret: “Can you please explain Chris?”

What do you think Chris was hinting at?

 

6 smart things to do in the first 20 minutes

7 seconds is all you have, according to most psychologists, to make a first impression. A sales call is way better. You normally get 15 – 20 minutes in which you can prep your Customer for a big decision in your favour. You could use that time to create a good contact climate, secure the Customer’s confidence, uncover his need and pique the Customer’s interest for knowing more. There are six smart things you could do to make this happen:

1.            Create a good contact climate
               Cultivate an atmosphere of mutual trust 

2.            Build credibility for your company

3.            Win the Customer’s trust in you

4.            Heighten Customer’s awareness of  your product/service line

5.            Get to know the Customer and uncover his need

6.            Trigger Customer’s interest in a specific offering

Now can you help Bret appreciate what Chris was driving at?

6 smart things to do in the first 20 minutes of a sales call