When you are going on a sales call, when you are making a phone call, when you are sending an e-mail – I always ask sales people: Why are you going on that sales call? Why are you phoning? Why are you sending that e-mail? You need to be very clear on what it is you want to accomplish in that situation. You also want to have a tangible outcome!
Oh, I am just checking in, is not a tangible outcome. I am going to meet with a client and get a contract signed, or to review the details of our upcoming presentation to the Board. I am phoning to discuss and get agreement on the proposal I sent and ensure I have not missed any details. I am sending an e-mail to confirm the details and discussion we had today. Whatever it is you are trying to accomplish it is the next step or final step in getting a deal done.
If you are not really clear on that outcome – then anything and everything will happen that you don’t want to have happen. More importantly you are not moving the deal forward and getting agreement on a deal. When you are sure what it is you want to accomplish, you then do what is needed to make sure that is the outcome you get. It may not happen in the meeting, call or note – however you keep the process moving forward – and if not – then you focus your time where the results are what you want.
Author: Bill Sayers
Bill has been praised for his leadership, common-sense approach and ability to inspire sales people to new levels of success. His easy manner and strong public-speaking skills make him an engaging facilitator. Bill connects with senior executives and sales professionals alike, as he shares his real-life experiences and provides the appropriate tools and strategies for success in today’s business world.