The Cure to 'No One Answers My Calls'
Let’s look Inside the Sales Conversation for the week of July 18, 2022
Working in a bubble as many of us do, we sometimes ask, "What are others thinking? Am I unique in my sales challenges?" If these issues are your issues, why not join the conversation? Here's a few recent discussions found in The Sales Vault and our free Slack sales community.
“I’m not getting appointments. No one is picking up. No one is returning my call.”
It’s been my experience as a sales coach as well as my firm belief that you can get an appointment with the prospect, people will pick up the phone or reply to your email or even return your voicemail message.
It’s possible … but one thing has to be in place.
There is a skill all salespeople must possess. It’s so important that if I was only allowed to teach one thing to a sales team, it would be how to improve the quality of the sales call. That is, if you have something of value to say, people will want to hear from you.
Consider these two voicemail messages:
Call #1: “Hi, my name is Bill. I understand you’re the person who buys the <<insert your product/service here>>. I am confident my company can save you money. I’m hoping to find a time when we could meet?”
Call #2: “Hi, my name is Bill. I understand you have a trade show coming up in a few months. I can help make that event a huge success for you and will call again.”
In the first call, Bill is getting into a product/service-based conversation. It can only end well if he has the lowest price. In the second call, Bill does his homework and not only will it be a solutions-based conversation, it will be at an entirely different level within the organization.
The difference in those two calls is a skill set all salespeople must possess. It gets to the core message from Dale Carnegie’s, “How to Win Friends and Influence People” when he wrote, “You can get what you want when you figure out what the other guy wants and help him to get it.”
By improving the quality of your sales call, you have a stronger message to deliver, will leave a better voicemail, and will drastically increase the odds of connecting with not just a buyer, but a decision-maker. Net result? A better, more profitable sale.
For my Sales Vault members: The replay for the recent Pre-Call Research workshop has been posted and can be found by clicking here. Not a Vault member yet? Click here for more information and to sign up. Note: Regional Print Affiliate members receive a discount. Your link is here.
I can be reached at 781-934-7036 or firstname.lastname@example.org.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.