20 Things you shouldn’t do on a Sales Call II
There is plenty advice on the web about what or how to do things - at Enigin we like to provide advice to help Enigin Partners and Enigin Distributors to gain success in their energy saving businesses.
Well here in the face of the norm are thesecond of 20 things you shouldn’t do on a sales call:
Arrive late to the call. If you don’t arrive on time it tell the customer clearly that you don’t give a damn about them or their time. Instead: Always arrive 15 minutes ahead of time. If you drive to calls, get a GPS.
Appear flippant or sarcastic. A good-natured laugh at a joke might be taken personally by someone watching out the window, without hearing the context. Instead: Watch your demeanor at all times.
Lack requisite product knowledge. The prospect doesn’t want to hear “I need to get back to you about that”…over and over. Instead: make sure you’re trained on your current products and policies…before the call.
Fail to plan the call. Sounds simple, but trying to close when should be qualifying (for example) is a lost sale. Instead: Never enter a door without first thinking about what you plan to accomplish.
Be too business-like at first. Remember you’re building bridges with another human being, not just a notch in your sales gun. Instead: Smile and be friendly… but don’t get too gushy.
Show up with a crowd. If you bring too many people, it will draw customer’s comments about why your costs so high Instead: Use webconferencing when you need to include additional resources.
Fail to check your appearance. Don’t show up with something amiss that a quick stop in the client’s bathroom could head off. Instead: Make a quick pit stop - with a look-over - before the call.
Forget the customers’ names. What could be more embarrassing than actually forgetting whom you’re talking with? Instead: Write down the names down of everyone in the room with a small table diagram.
Be rude to the admin. No flirting, of course, but if you act all arrogant and superior, you’ll just antagonize the help. Instead: Be friendly and respectful of the staff - admin and otherwise.
Ask personal questions. You may think that the customer is your friend, but you can easily screw up if it gets too personal. Instead: Keep the conversation focused on business issues, especially the customer’s needs.
Comments are closed!