Simplify Your Sales meetings. Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings." Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word topics to get your sales team motivated and inspired. She has over 34 years of marketing, sales, and leadership experience.
Episode 114, Learn what makes a perfect sales call!
What makes the perfect sales call? A call that is planned out in detail before you call or connect. One of my first managers, Perry Samuels, would say these three words when I targeted a new customer for a first meeting, "Don't Skip Steps." He believed that following specific sequences of steps would benefit you and the client.
No matter where you are in the sales process creating a foundation for your sales calls is critical. It is so essential to master the conversation with your new prospect or your client. A phrase shared with me early in my career was, Question your way to the sale. The question is how the best way to do that is?
You need to master the best questions to ask your new prospect or client.
For example:
What is the prospect or client's current situation? Have you discovered the Valid Business Reason why they should meet with you? See if you can't answer this question, you should:
Ask yourself what background research should you do before you call or meet? Research, Research, and Research!
Your background research should have two focuses: Who your client is and How you can help them.
The first connection can be a phone call. For example, Would you be open to a brief phone call to see if it makes sense for us to meet? I have identified a few areas in which our company can successfully help you. You will get a chance to learn more about their needs, goals, and budget.
So how should you research your clients to prepare for the meeting?
Next question you should ask yourself.
What are your goals for meeting with the client?
These will be different conversations.
What is your desired outcome for the call?
You need to be clear with your intentions of what you need from each exchange.
The goal is to leave the meeting with as much info about your client and their needs as possible. Taking the time to research and ask great questions shows that you want clients to get everything they need.
So Don't Skip Steps and remember these Three Words: Research, Research, Research!
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Learn more about how to Simply Your sales meetings using 3-word topics at http://www.threewordmeetings.com .
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