Over the last several years, most industries have slowed down, and therefore, the potential customer base for most manufacturers and their representatives has shrunk. Whether this is due to mergers, acquisitions, or business failures, the result is the same - the remaining companies and their employees are looking to work with people who offer the most value to them and don't waste their time.
Regardless of whom who call on - a CEO, an engineer, an architect, a manager, a buyer, a sales rep - they have a large number of people who are vying for their time and attention. How do you make the most of the time spent with your prospects/customers and become their go-to rep?
The answer is - prepare for the sales meeting by planning your call in advance.
Dave Kahle, a nationally known sales educator, lists 6 components to a well-planned sales call:
- time spent reviewing the account profile and/or personal profile previously compiled on this customer
- a set of objectives for the call
- an agenda
- a set of questions, prepared for the situation
- a variety of "next steps" the customer can take as a result of the call
- all the necessary material and collateral (literature, samples, etc)
Using the above criteria to plan your calls will take time and effort, but by using 2 MRSware reports - Contact Printout and Customer Snapshot - you'll save a great deal of time. These reports contain the information you'll need:
- to review the company/contact profile which was previously compiled
- to set up your call objectives
- to set up an agenda
- to create a set of questions specific to the situation
- to create the "next steps" for the customer to take
- to gather the necessary collateral materials for the call
If you want to increase your success and become a valuable asset to your business associates, commit to taking the time required to prepare your sales calls. You will find the invested time is valuable to your business partners, as well as yourself.