Enigin Sales

How to Blow an Initial Sales Call IV

IT is very hard int he current financial climate for a sales professional to get an appointment with a prospect.

At Enigin plc we train Enigin Distributors to work the numbers to get plenty of appointments, but meaningful ones - so you do not want to “blow” them when you do get them.

Hence, when you do have that initial meeting with a customer, you need to be certain that you don’t blow it.

Here is the fourth of the 9 dumb, but very common, errors that will blow an initial customer meetings — but also advice on how to avoid them.

4. Giving a Sales Pitch.

• Why It Happens: Sales pros are often trained to give customers a canned PowerPoint presentation full of product details, solution detail, case studies, diagrams, and so forth.
• Why It Doesn’t Work: Unless you’re selling a commodity product, whatever you’re presenting is likely to have only minimal relevance to actual customer needs.
• What Results: The prospect rightly concludes that you don’t really believe that his or her needs are unique and are just focused on making a sale.
• What To Do Instead: Gather information about the customer’s unique situation while further qualifying the opportunity. Then, if appropriate, customize a presentation that matches their needs.

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