“Initial Call “The Most Important Call

The Most Important Call

“Initial Call “The Most Important Call

Fact: first impressions are lasting impressions.   

What kind of impression are you going to leave? Will you look like every other  salesperson that has called on this prospect or will he say, “That is somebody I can  see myself doing business with.” 

 

No second chance for first impression. 

You will not get a do-over on initial impressions. You have to be committed to  being an extraordinary salesperson who has a wow factor. The wow factor is when  you conduct a first meeting that they have never before experienced. 

 

Practice during practice, not during game.

The first call on a prospect is not the time to wing it. You must prepare for initial  calls the same way you do for big presentations. If you don’t, you may never get a  chance to make a presentation. 

What does prospect want to accomplish?   

Find out what the prospect wants to discuss. You can send them an agenda prior  to the meeting or open the meeting by asking what you will talk about that will  make it a great meeting for them.   

 

What do you want to accomplish? 

Tell the prospect what you want to accomplish on this initial call. This approach  leads to a transparent engagement and relationship. Don’t make them guess what  your intentions are; otherwise they will assume you are trying to sell them. 

 

Remember, they’ve been to prospect school. 

They have been taught to get you to do the talking, so they can get all of your infor-  mation. Unfortunately, then they don’t tell you very much about their situation.  You, not the prospect, must be in control. 

 

Are you talking or asking questions? 

To take control, ask great questions. Questions that are insightful. Questions that  help you be a better resource. Questions that they don’t typically hear from sales-  people. You will impress prospects by the questions you ask, not the things you  say. 

 

Remember, they’ve been to prospect school. 

They have been taught to get you to do the talking, so they can get all of your infor-  mation. Unfortunately, then they don’t tell you very much about their situation.  You, not the prospect, must be in control. 

 

Are you talking or asking questions? 

To take control, ask great questions. Questions that are insightful. Questions that  help you be a better resource. Questions that they don’t typically hear from sales-  people. You will impress prospects by the questions you ask, not the things you  say. 

 

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