The word “Call” mentioned in the concept of “Sales call” may make people assume that a sales call is similar to a cold call, however, you are mistaken. So, what is a sales call? A sales call is a pre-planned face-to-face meeting between a salesman and a prospective client with the intention of making a sale. These meetings are important because they are the only way of ensuring that a good impression and reputation are set between a prospective client and salesperson and the information about the product or service that has to be sold is shared.
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If you are a salesperson, you would know that in order to make a sales call, you have to follow the below important points such as:
Do I research sufficiently about the lead and their business before making the sales call?
Did I create an agenda and its outline and share it with the client so that he is aware of the meeting?
Did I take all the important documents such as marketing material, contracts, brochures, etc.?
What is the purpose of the sales call?
What information do I need to share in the sales call?
What are my next action plans after the sales call?
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If one wants to succeed, going into a sales call with a lot of preparation will come handily. It is because prospects expect you to be well-planned and so you need to plan and write your sales pitch. In order to make a positive and realistic impression:
Research about the interests, hobbies, family background about the prospects.
Create a smooth way to reach the business topic
Understand what your prospect says and then share your views
Ask your client what are the business goals
Ask your prospect what the problems they face.
I will tell you about my experience of making a sales call. I was working on an educational website when I got the opportunity to meet the director of a reputed institute in Mumbai. Before fixing the meeting with the director, I researched the institute online and even read news items related to the progress and events of the institute. I noted down the points that might make a difference in the institute’s reputation and goodwill.
I came up with a plan that pitches for an event to be organized with my website and the institution so that more students get to know about the courses of the institute. The value-addition of the event is that it would be organized at a place where students from different colleges could come and attend the function for free. I made a presentation of the same and when I reached the director’s office, I spoke at length about various other things that are happening in the education industry. I started off with the business topic only after knowing how the institute is performing at the admissions level and what points can be added at the end of my presentation so that it would convince the director.
So, if you understand from my case study, it is about knowing what to pitch at the right time in your sales call so that a win-win situation is created between both parties.
