The Bare Minimum Sales Call
Ideally, we would all love for our salespeople to make that perfect prospecting call every time, starting with a well-crafted opening statement that blows the prospect away and ends with a secured appointment with a new and promising account.
Wouldn’t that be great?
Eventually, it is the hope of every owner/boss and sales trainer that he/she eventually gets to this place. But in the meantime...
What is the bare minimum call that a rookie rep might make, something that is low quality but gets them accustomed to being on the phone with strangers?
How about this for a call (live or voice mail):
1. Personal info: "My name is Bill and I am calling from Lepricomm. My phone number is…"
2. The meat: "The purpose of my call is to let you know about a few things that we sell, such as (name some products)…"
3. What’s next (according to the rep’s prospecting process): "I will call you again before the week is out" or "Now that I’ve tried you a few times, I am going to take a break and pick it back up in a few weeks" or…
4. Personal info: "My name again is Bill and I am calling from Lepricomm. My phone number is…"
And that’s it.
This is the Motel 6 of sales calls. It is not likely to result in any orders being thrown their way, but it does accomplish the goal of generating some confidence.
Step one in the sales initiation process, then, is to run this play 10-20 times a day for as little as a week. The rep is likely to see the futility of it on their own and want more.
And that is another positive outcome!
Get on Bill’s calendar for a free sales consult. Reps, let talk about your sales challenges. Owners, let’s talk about your reps. Go to meet.so/BillFarquharson and book a 30 minute time slot. Bill can also be reached at (781) 934-7036 or firstname.lastname@example.org
For further information, please visit BillFarquharson.com