Sales Call : Making it through

Sitting through a sales call is never an easy task , It makes people sweat even in AC rooms lets see what can be a logical sequence of talking your way

through to a sales call

1) Formal greeting : Start your call with a formal greeting , just saying a casual "Hi" , "Hello" is definitely not a good idea , something on the line of
"Good morning sir, I am Saurabh Shukla from SPJIMR" is always safe

2) Introducing yourself, team members & Company : First of all introduce your self and any acquaintance of you have, give a moment to your prospect so that he can get your names and designations. Having introduced people present in the meeting room , give a brief introduction about your company . You may be from one of the largest organization on earth but please keep introduction of your organization very crisp , a small background , some of the recent & significant achievments and some work on the line of business of your client. This much should be enough .

3) Don't be too desperate : Now we definitely understand that you are on a mission and for you the conference room is a war front where you have to come out as a winner but remember the ice has not broken after introduction. There are always so much environmental factors in business scenario to discuss. May be you can discuss something about the clients business ( ofcourse how good it is doing).

4) State the purpose ( Not giving away everything): State the purpose of your meeting , this will depend whether you have had some communication with the client already, if you can state the purpose in terms of gain to client that will be really great.

5)Now listen: Having said so much how about giving the person on the other side give a chance to speak and when he speaks you better be listening

6) Understand the requirment: Every organization has some core competency of flagship product but customer is least interested in what all you can provide, his interest lies in solving the problem in hand so you better understand his requirment well and talk in terms of a solution which fits customer well ( rather then pushing your products).

7) Involve : In a meeting where more then one person is present from customers side , please make sure that both are involved in the discussion. That will not only lead to better discussion but also help you in getting more information and expectation.

8) Take next appointment : I am sure you never thought the dealwould be over in one call , so make sure you have an appointment for the next time before you leave the room. Also list down any deliverables which are being discussed.