Can your salespeople answer every question on this pre-sales call checklist?
February 23, 2010 by Ken DooleyPosted in: communication, In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, Sales meeting ideas, training
Before your people make a sales call, they need to prepare by quickly running down this checklist.
Here are four critical questions they need to answer before scheduling a meeting:
1. What does the buyer need?
- What specific, measurable results does the prospect expect to gain from what I’m selling?
- What is this person risking?
- How can I limit that risk?
2. What are the prospect’s buying procedures?
- How quickly is the person looking to buy?
- Is there any part of the process that’s out of his or her control?
3. What information do I need about the competition?
- Who’s competing for this sale?
- What are the competitors’ primary strengths and weaknesses?
- What is the price differential — and is price a major factor with the prospect?
- What is the availability of competitive products?
- What are the competitors’ post sale capabilities (when it comes to things like service, shipping, etc.)?
4. What do I do if I experience resistance?
- What do I do if the prospect gets confused about what I’m trying to sell?
- How can I make sure the prospect has a clear understanding of my capabilities?
Source: John R. Graham, President of Graham & Associates, Quincy, MA
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Tags: checklist, John Graham, meeting, sales call
February 23rd, 2010 at 6:39 pm
February 23rd, 2010 at 6:36 pm
Paul D. Comi Sr. President Says:
My name is Paul D. Comi Sr and I am President of Caffe D’Amore Inc. We are a 41 year-old coffee and specialty beverage company. We formulated the world’s first and original flavored instant cappuccino. We are also batch roasters who sell coffee under the Caffe D’Amore® and Bellagio® labels.
Incidentally, noting the location of Mr. Graham’s marketing company, I grew up in North Quincy MA., where I graduated from NQHS in 1949. A Korean War veteran, I came to California after discharge to attend college. Graduating from the University of Southern California in 1958, I became an actor when I was discovered at the La Jolla Playhouse and put under contract by 20th Century Fox. My career spanned forty years and I took my pension and retired to become President of the company that my wife had started with her formulation of the first flavored instant cappuccino in 1969.
We have been the official coffee of the Pasadena Tournament of Roses and Game going into our fourth year, having replaced Starbucks.
I’m curious about your company and would like to know more about it and how we might benefit from your services.
Looking forward to hearing from you,
Respectfully,
Paul D. Comi Sr.
President
February 25th, 2010 at 1:06 pm
I always find it necessary to review the company beforehand to get a better feel of what they do. In some cases, a prospector can find majority of these answers by looking up the companies information, which ultimately allows the prospector to keep the conversation short and sweet.