Never skip a sales conversation
The sales interview is an important part of the sales process. That's why always engage in a conversation. It's the best advice I've ever received myself. Especially when an unknown company requests a proposal from you via email. How different do you find out exactly what the need and urgency is? And how else can you make an embankment of a proposal? This also allows you to initiate your request. You are happy with the application and would like to ask some more questions to see how you can help. Explain that you would like to make them a proposal that is 100% in line with the demand or needs. Who can object to that right now? And do you notice restraint at your request? Then it might not be a serious proposal request or someone is trying to do a competition investigation. By engaging in a conversation, you will not only find out the question but also the actual motives.
What is good sales call?
There's no formula of success. Every case, customer, or prospect is different. As far as I'm concerned, a good sales conversation is a conversation where you, as an entrepreneur or sales professional, are mainly listening. This will help you discover how, what, and why you can best help a customer or prospect. It's a conversation where you prepared thoroughly and on time (haha, not in the car on the way to the conversation). The conversation usually has 3 phases. Don't pin me on it, because the phases will be in a different order or merge. Think of it as a guideline and pick out that will help you move on or maybe improve yourself.
Phase 1: The Research Phase
Quite a spicy phase. We can talk most of the time, but listen... While we ask questions, we often deal with all kinds of other things in mind. One time we face uncertainty and wonder how we happen to the customer. The other time we are governed by the must to control the conversation. Whatever it is, it makes you don't listen to the answers the customer or prospect gives. The danger is that you then make assumptions based on your preparation and be able to beat the board completely wrong when you make your proposal. That's why you focus on your interlocutor and listen. Ask open and controlling questions and keep you curious.
Is your interlocutor having trouble finding the right words? Or is it quiet for a moment because there is a need to think? Give him or her time or submit a few choices. Because sometimes it's easier to start with what someone doesn't want. After all, there are more roads leading to the final destination. In addition, it can be very useful to leave your path so that you can see the other person's perspective. And the direction? You just pick it up again after that.
Phase 2: Diagnosis
At this stage, you'll discuss the bottlenecks of your customer or prospect. Reflect on the conversation. If the first part of your conversation has gone well, your interlocutor will recognize yourself in your summary and be able to relate to it. Give your vision and tell you what possible solutions are available. Give your interlocutor time to ask questions, express doubts and objections. Answer the questions calmly and relax. The same applies to any objections. Try to disprove them, preferably using concrete examples. And do you think the customer is actually right? Admit that as well. Be open and honest. In this phase, “creating” begins. This is where trust begins to grow and is the basis of your further cooperation.
Phase 3: The Closure
Now is the time to arrange follow-up actions. The customer or prospect expects this as well. After all, he or she knows that you've come to help, advise and, of course, sell. Determine follow-up actions based on the conversation. Arrange a follow-up interview or agree to make a proposal and when one can expect it. Ask when your customer or prospect wants to start and make a call appointment to review the proposal. No matter how you shut down, be enthusiastic and positive. It's a no brainer, but stick to all appointments afterwards. This strengthens your professionalism and confidence that is placed in you.
Good luck with your sales calls!
PS: good sales call and no assignment? That can happen. But a lost order is another lost customer. A good sales conversation is always appreciated and remembered. Maybe you'll be approached again. Still try to find out why the customer or prospect is waiver of your proposal. It will provide you with valuable information for the next time.