The Importance of Sales Call Preparation (Billboard Insider)
Experience is a great teacher but the tuition is too high. Sales managers expect you to get out and “sell something!”. I don’t know any sales manager who challenged someone to “get out and solve some problems. On an early sales call I was excited about selling. I wanted to sell/tell. I hadn’t considered the prospects needs. The prospect owned five supermarkets. A few minutes into the meeting he looked at me with exasperation and said “you really don’t know anything about me or my company, do you? I think we should end this meeting.” He basically threw me out. I was mortified! I learned a priceless lesson that if a prospect honors you with a meeting you are obligated to make it valuable. I learned to promise prospects that whether they buy from me or not they will benefit from the meeting. […]
Mon, Mar 29, 2021 at 9:45 AM