Foreffective sales for a company and customers interaction, there is aneed to be presales preparation and planning. In this betteropportunities are made, qualified and created. In addition to thesales team, they get the adequate commitment and moral to engage acustomer. The sales team also gets to prove their credibility andearn trust since they get to pull their skill and act together in thepreparation (Walmsley, 2013).
Thepreparation of these calls is a process that can only be successfulin the process itself. The potential time and options available needto be tailored appropriately. In this, the objectives of the call andthe training program for the preparation need to be effective andcontinuously developed for it to be successful.
Increating a successful sales call, dialogue some of the factors to beconsidered can be
Itmay be necessary to go over, sort through and validate someinformation as the preparation process proceed. Some of the questionsthat can help in building more information in this process include
What are the objectives of making the call?
Whatis the information needed to achieve the objectives of the call? Isit available in the organization? And how can it be acquired?
Whereis the customer or the call target in the decision-making? And,
Whatis the selling process?
Theinformation got here will be able to tell how the customer willreceive the call. In addition, it will enable the sales personnel toget the required information about how to make the call a success.With this, it will be easier to know the buyer well. Hence improvingthe sales (Walmsley, 2013).
How are the activities in the buyers company?
Whenour capabilities are tied to the company’s strategic initiative, westand at a better platform of getting executive attention. In this,the preparation should be focused on creating relevance. Hence, asmall research about the customer/ buyer company should be done. Thecompany name, what are the company’s activity, are there anyproblems it might have faced and have there been any marketing offersand acceptance to and by the company. These are some of the researchfactors that should be put in consideration.
How is the buyer’s career and life?
Itis always important to relate to the customer at a personal level.Since we leave in a world full of information overload, automatedmessages and spam, some personal and direct information can be veryhelpful. It is always good to note that mass messages always falls ondeaf ears. Hence improve our call preparation to fit the client/buyeras they are to be tailor made for them.
Who can influence the decision to buy?
Inthis people have a tendency to contact their colleagues, friends andfamily about the product of sale. Hence, it is always better to tryand learn who and how can the other part influence on the decision tobuy (Walmsley, 2013).
Itwill not be helpful to prepare, and the team cannot deliver themessage. In this for the sales personnel to be comfortable at themoment they need to be engaged from time to time. In addition, theyneed to know the full capabilities of the product so that they don’tpose blank promises to the buyer. The team should also get smartervery fast as to add value to the conversation. The team should alsoformulate possible solutions to problems and opportunities withregards to the products/ company’s capabilities.
Hereis an original sales call dialog.
WalkerLimited is an organization that deals with maintenance and servicefor heating units that uses oil plus home or business supply for oil.The company have decided to enlarge its customer base by engaging insale call dialog to market its products and services. In this, WalkerLimited’s sales personnel, Naomi, using the sales call scriptinvolves a prospective buyer, Tom, whom she has phoned. The telephonerings…
Naomi:Hallo, can I speak to Tom?
Tom:This is he.
Naomi:Hello, Tom. Am Naomi Shields calling from Walker`s Client Service.Hope you are today?
Tom:I`m wonderful, thanks.
Naomi:As it might or might not be evident to you, Walker Limited is one ofthe best-known and oldest oil companies in Massachusetts, with a highreputation for quality, brilliant maintenance service, and timelydistribution and delivery of oil. Tom, would you tell me if you useelectric heat, gas, or oil?
Tom:I certainly use oil to heat.
Naomi:That`s wonderful! Well, oil burners are workhorses and are veryfuel-efficient, however, to prevent high fuel bills they do needregular maintenance.Would you tell me please if you have had yourburner cleaned or inspected in the past six months?
Tom:I cannot accurately recall the last time the burner checked. Maybe inthe previous year.
Naomi:I would like you to have a free clean up and inspection by one of ourservice people. Is Wednesday in the afternoon at 2:00 p.m. anappropriate time for them to drop by?
Tom:You know, my family and I are on a small income, and we can`t affordto explore trial offers now.
Naomi:I understand completely, Tom. Walker Limited is known for supplyefficient and affordable home heating solutions. In addition, youwill also cut cost every year on your fuel bills with our free annualcleaning and inspection service.
Tom:My burner appears to be operating just fine.
Naomi:Tom, do you recall how icy it was last winter? Fuel prices wentthrough the ceiling, and many people’s burners broke down duringthe coldest period of the year. With our free and yearly inspections,you certainly not have to worry about failures during those fiercewinter cold spells.
Tom:Okay, then, I presume I might see you on Wednesday.
Naomi:Tom, our offer will allow you to have harmony of mind this winterknowing that you seized the time to have your burner cleaned andinspected, thus minimizing your overall fuel costs. In addition, youwill get a free oil fill-up if you sign up for our consistent fueldelivery service. Tom, I’ll have you booked for Wednesday afternoonat 2:00 p.m. We look onward to meeting you on Wednesday. Have anenjoyable evening (Walmsley, 2013).
Inconclusion, as it is evident here a sales call, the dialog gives roomfor better interaction with the customer. In this increasing thechances and boosting sales. Hence, it is one of the best methods ofsales and marketing to apply today. As it focuses on the customersand the ability to their needs to be met.
Walmsley,S. (2013). Stop Selling & Do Something Valuable: Tools andMindsets That Demystify ""Value-Added"" Sales,Service and Relation. Cork: BookBaby.