What You Need to Know on That Sales Call
Last week I talked about the sales call you should be making in the next few weeks. It’s designed to get you back selling again and to get your clients back growing again. If you missed it, go to my YouTube channel: www.youtube.com/billfarquharson
Today, let’s talk about how to prepare for that conversation…
These days, it’s somewhat rare to actually get a prospect or customer on the phone or even to get them to reply to an email, if that their preferred method of communication. As such, you need to be well prepared for the moment. Remember, you are calling someone a month or so away from the finish line of this coronavirus crisis. The goal of this call is to learn from the client how they are going to drive revenue quickly and to speak with them about how you can help through your various programs, products, and services.
For every client you call, here’s what you need to understand:
- What they do— the business they are in;
- Trends in their industry;
- One possible idea for how you can help.
It isn’t hard to find this information. It’s right on their website or accessible through an Internet search. Knowing something about them instantly raises your credibility. It shows you care about them enough to have done some work prior to this call. It shows you are not just trying to push your goods and services, but you truly are interested in helping them get back on their feet.
How important is this? Well, if you don’t know these three things, don’t bother picking up the phone.
That’s how important it is.
P.S.—Happy birthday, big brother! My gift to you is this: all putts within 12 inches are good.
I coach sales reps weekly on how to grow their sales. Go to BillFarquharson.com and click on the “Training” link in the header for more information or to contact me and discuss your sales challenges.
Related story: It’s Almost Time to Make This Sales Call
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 firstname.lastname@example.org 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.