Before the Sales Call
1. Get the right mindset
Preparation is a key aspect of the process and that means getting yourself in the right mindset. Sometimes taking a walk is a great way to clear your head so you can focus on what’s most important. Bring a notebook so you can jot down any thoughts that occur to you. Other people might want to sit quietly or meditate – use whatever technique which takes you to that calm space where ideas start to flow.
2. Research your prospects
Next, find out as much as you can about your prospects. That’s because the best sales calls are individually tailored to what people need. Think about it, don’t you hate those telesales conversations where it’s obvious that the caller is reading from a script? Aren’t you much more likely to buy from someone who treats you like a person? It’s the same for your prospects.
For each prospect, start by Googling the company to get some key details about its size and niche, then research the person you’ll be talking to to find out that person’s background. LinkedIn is a valuable tool to use for this, as it has an excellent search feature. You can also gauge people’s interests by the groups they participate in.
Go back to Google and check out your prospect’s social media profiles, too.