Any good salesperson will tell you, an effective sales call is the result of good preparation.
Before ever picking up the phone, you need to have a solid understanding of your lead’s company and be able to articulate your value proposition. On top of that, you should be asking yourself these three questions.
1) How Experienced Is This Lead?
This matters for a number of reasons.
First, it can sometimes be harder to convince a senior executive to give your product the time of day. They’ve been in the game long enough that they’ve established what they think works and what they think doesn’t, which is why associates are your better bet to hook with the promise of new technology.
You also need to know how high up on the ladder this lead is and whether he has the authority to close a deal. His level of authority should change how you present that information.
2) Who’s His Supervisor?
In many cases, getting a sale is not just about convincing the prospect. It’s also about convincing the manager who oversees your prospect.
Tailor your presentation so it both wows your lead and prepares him to present the information to his superior. Arm him with the information he can use to prove your value to his boss.
3) Will This Lead Go To Bat For Me?
Not only should you consider this before the call, you should also keep this question in mind during the call.
Creating an internal champion, someone who believes in your product and is willing to help you get in touch with decision-makers is what you should be striving for with these calls.
If you don’t think this lead is that person, try to get in touch with someone who is. Ask to meet other people on the team.
Consider these three important questions before you pick up the phone to make your next sales call.
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