In order to reach your sales goal you must effectively prepare by recognizing your true goal in making the sales call. Plan your demonstrations, rehearsals and presentations ahead of time. Feedback from your peers is invaluable. The goal of the sales call is not to ask for a chance, or for a little bit of the prospective customers time, but more of an interview to see if the prospect should be a client. Ask yourself these questions:
1) Does the prospective client meet the criteria for doing business with?
2) Once contact with the prospective customer has been made, do you decide whether to conduct an interview or ask for a time to meet?
3) Are your beliefs in the features and value of your product/service enough to convince the prospective client to buy, or are there other reasons for making purchases?
4) How can you make use of the brochures and literature at your disposal effective in your interview, or sales pitch? (Most often the brochures are used to end the sales pitch by the prospective customer.)
5) Are you doing demonstrations at any cost? Even if it means you don’t make a sale?
6) Is there the pressure of a time limit for the interview/demonstration?
7) Who created the time limit? You or the client?
8) Are you going into the meeting with the intention of helping or selling to the prospective customer?
Many sales people confuse the purpose of their call with the goals of their call. In order to confidently make sales calls and meet clients, the salesperson must be professional and see themselves as professional. The sales call should mean an interview with the prospective client, because the ultimate goal is to sell your product, not give demonstrations or education on your product or company. The salesperson should maintain control over the sale, don’t wish and hope for the prospect to be a customer.