Have an Open and Honest Dialogue
Posted: Sun Jan 26, 2025 9:38 am
Be prepared!
Sounds simple, doesn’t it?
So why in the world would most sales professionals show up unprepared? You see it all the time—they dash in from the parking lot with a handful of color brochures but no plan on how to engage. Or they relentlessly work the phones only to discover that they’ve offered nothing more than hollow chitchat.
Why do so many sales reps fail to prepare for their sales calls? Because it is easier to talk about you, your company, and your products than it is to prepare to have a conversation about them.
Here’s the big question: what are you doing to prepare, and if your clients knew you were doing it, would they be more inclined to have an open and honest dialogue with you?
The next time you meet with a prospect or client, begin the conversation with this simple phrase: “In preparing for this meeting, I took some time to…”
Then simply highlight the two or three critical things that mexico telegram data you did to prepare and watch what happens to the atmosphere of the call.
You will blow away the last rep who opened their meeting by announcing that they were just “checking in” to see if anything new was going on.
The less you talk about yourself, the more you have to prepare to talk about them. And the more you talk about them, the more likely they will be interested in you.
Maybe it’s not exactly the secret formula you were hoping for. It is actually a pretty obvious formula—so obvious that most sales reps ignore it. Here are ten key elements that you can use to create your own successful pre-call habits.
10 Ways To Prepare For Your Next Sales Call
Learn About Their Business
Learn about their business—their products/services, customers, industry trends, key initiatives, financial status, and competition.
Sounds simple, doesn’t it?
So why in the world would most sales professionals show up unprepared? You see it all the time—they dash in from the parking lot with a handful of color brochures but no plan on how to engage. Or they relentlessly work the phones only to discover that they’ve offered nothing more than hollow chitchat.
Why do so many sales reps fail to prepare for their sales calls? Because it is easier to talk about you, your company, and your products than it is to prepare to have a conversation about them.
Here’s the big question: what are you doing to prepare, and if your clients knew you were doing it, would they be more inclined to have an open and honest dialogue with you?
The next time you meet with a prospect or client, begin the conversation with this simple phrase: “In preparing for this meeting, I took some time to…”
Then simply highlight the two or three critical things that mexico telegram data you did to prepare and watch what happens to the atmosphere of the call.
You will blow away the last rep who opened their meeting by announcing that they were just “checking in” to see if anything new was going on.
The less you talk about yourself, the more you have to prepare to talk about them. And the more you talk about them, the more likely they will be interested in you.
Maybe it’s not exactly the secret formula you were hoping for. It is actually a pretty obvious formula—so obvious that most sales reps ignore it. Here are ten key elements that you can use to create your own successful pre-call habits.
10 Ways To Prepare For Your Next Sales Call
Learn About Their Business
Learn about their business—their products/services, customers, industry trends, key initiatives, financial status, and competition.