It’s surprising how little has been done to make the tried-and-true sales call more effective. Compared to the focus on bleeding-edge technologies that scan the Internet for information about your company, there’s little attention paid to a task thousands of salespeople do every day.
I‘ve received sales calls from many Fortune 1000 companies, and nearly every experience has left me in a complete state of disarray. The salespeople showed little to no understanding of my immediate or long-term needs. In fact, they rarely knew anything about my business except that it’s in the “software industry.” They could be selling products I might need and not even know it.
If they tied their products to my problems and challenges, I might be more compelled to buy them, or at least willing to learn more. If you’re among the salespeople who initiate at least 10 calls per day, take note of these three questions you should answer before you dial.
3 Things You Should Know About A Prospect Before A Sales Call
