The quality of the information that you know about your prospects affects how well you can seal the deal with them. A definite sales approach along with a solid pre-call research method makes a big difference in winning and losing an opportunity. As per Kelley Roberson from ‘The Robertson Group’, the thought behind pre-call research isn’t in devoting “hours scouring the Internet or news services”. Instead, it is measured by how cleverly you can correspond with your prospect about the key business issues that they face.
Try asking yourself:
It’s very important that you define and follow a standard procedure for better closure of deals. Using a pre-call and a post-call checklist goes a long way in helping you out when you are stuck up somewhere or don’t know how you have to move ahead to finalizing a deal. This will also help you in evaluating the value of your b2b sales calls.
It is next to impossible for anyone to achieve a successful sale from a single prospect or a contact. Showing up with no future plan of action makes you look amateurish in front of your prospect which is exactly what you don’t want in this day and age of tough competition in the market. A lot of sales opportunities have a range of variables that should be considered and acted upon if they are to attain a booming sales conclusion.
You have a take many strides before achieving this and just like a good chess player; you need to think ahead of the game.
Given below are a few useful pre-call and post-call checklist items that can help you to boost your sales calling efforts:
Here are a few issues which you need to think before calling on a new prospect or an existing customer:
Here are a few scenarios to think of when analyzing your prospect sales interaction:
This tracking process will help you to find out your exact position in the b2b sales cycle with that particular prospect; so that you know what key actions need to be taken. It also helps in continuous improvement of your sales calling process, which lets you to perk up your prospecting skills as you analyze what had worked well for a previous prospect and what did not.
If you miss any of these pointers, however, make sure that you take time to revisit them later on in the sales cycle – to improve your productivity.