Setting up the Successful Sales Call

I dramatically increased sales results when I did these 3 things.

 Many people think that I’m an extroverted person. In fact, while I am part extrovert, I am also part security and safety orientated and see both sides of the argument. This makes me very ordinary when it comes to closing so I need to make sure I set things up right at the beginning of the sales process to gain more success.

 Let them know why you’re there. Don’t be shy. They understand that you come from an organisation that sells and would not have seen you if they had no interest in what you offer.    Always open your conversation with the confirmation of why you were there and what you hope you can achieve for them. This sets the groundwork and is appreciated by all personality types. It is honest.                                                                                                                                

For me, such an opening might sound something like “Mr Prospect, you have a conference coming up in a few months time and I’m a professional conference keynote speaker. It makes sense to connect and see if there was something that I could offer that would add value to your conference”.                                                                            

Gain feedback or ask for the order at the end of the first appointment. Because I do not close instinctively, I have to set this up for myself to come back to later on. If it is not asking for the order, create the chance to check in with your potential client on how you are progressing.  

Again for me, It might be something like “Mr Prospect, at the end of our conversation, I’d like to check in with you and see how close I am to being a speaker you could use for your conference. Would that be okay?”   You’ll notice I asked permission at the end which allows me to check in that I have not upset my client. For more information on asking permission as a sales technique, click here

Use an agenda which includes following up as part of the agenda items. As an extrovert I am not big on systems, but agendas work and every client I see appreciates them. Often this is written, but even as a verbal agenda. It may sound something like… 

“Mr. Prospect, I’ve got a small agenda for today and I hope you would be okay if we use it. Obviously we have to establish whether I’m the right person to be used at your conference, so the first item is all about your organisation and what you’re looking for.” 

“The second item is simply to see if I fit what you require. My promise to you is that if I think I’m not a fit I’ll be the one that lets you know that and I’ll help you find another speaker.” 

“The final item on the agenda is to check in with you and see how close you think I am to being that speaker and how we proceed from here, if we do proceed. Would that agenda be okay with you for our meeting?” 

For another example of how an agenda works, click here

If we set the scene correctly at the beginning, then it’s their waiting force to follow up at the end and would be the subject of our second article in the newsletter  

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