50 Habits of Top Performing Sales People Habit 21 – What’s the Goal for the Sales Call?

February 29, 2016 Selling Comments Off on 50 Habits of Top Performing Sales People Habit 21 – What’s the Goal for the Sales Call?

Continuing with the twelve Sales Skills, let’s look at Habit 21 – What’s the Goal for the Sales Call?

Habit 21: Set and close on a goal for each sales call, whether the sales call is in person or on the phone.

Last month’s newsletter talked about understanding the difference between features and benefits and not introducing benefits until a need has been qualified as genuine pain.  This month, let’s focus on defining the goal for the sales call.

I wonder how many sales calls you would not be making if you were required to submit a written description of the purpose for the sales call and the expected results for that sales call. Another way to say this is; do you have a written purpose/goal for every sales call you make? Do you review the goal, in writing, after the sales call to measure your sales call success? Goal orientation is critical to your success.

I can assure you that “Top Performers” have a written purpose for every sales call, and a goal for each sales call is detailed in their opportunity plan and that plan is tracked before, during and after each sales phone or in person sales call. How else can you track the progress of an opportunity and be sure that the opportunity is on track and that it is, in fact, real?

I strongly suggest that you write the purpose/goal, prior to the sales call, and write it in terms of the results that you expect to achieve during the call. After the sales call, you should review the purpose/goal and write a description of what was achieved during the sales call and compare it to your stated purpose/goal. This process provides a method for you to update your opportunity plan and present a clear, written picture of what’s been achieved, what needs to be achieved and when these goals are expected to be achieved.

“A Habit” is not work, but just a thing that is done every day and setting and closing on a goal for each sales call, whether the sales call is in person or on the phone can easily become a Habit.

TIME MANAGEMENT
For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and implementing these methods and skills and our clients love it!