Enigin Sales

How to Blow an Initial Sales Call V

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

5. Trying to Close.

• Why It Happens: Sales pros who are highly goal-oriented often want to close the deal quickly in order to move onto the next opportunity.
• Why It Doesn’t Work: Hard sell tactics don’t work any longer… if indeed they ever did work. Customers who feel railroaded will simply not buy. Period.
• What Results: Because you’re focused exclusively on making the sale, the customer feels manipulated and, worst case, simply decides that you’re a pest.
• What To Do Instead: Use the initial meeting to up a situation where the customer actively brings up business and opportunities and asks for your help. Develop a strong feeling of trust, credibility and rapport through conversations that have substance and balance.

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