Enigin Sales

How to Blow an Initial Sales Call VI

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

6: Asking Obvious Questions.

• Why It Happens: The sales pro wants to learn about the buying process and business model, and therefore asks questions about the identity of top management.
• Why It Doesn’t Work: In today’s wired-up world, there’s wealth of information available online about nearly every company.
• What Results: The prospect rightly concludes that you didn’t care enough about the opportunity to do some research prior to the sales call.
• What To Do Instead: Never ask a customer a question that you can get answered somewhere else. Before your first customer meeting, dredge through news stories on the web, the company’s SEC filings, and the company’s Hoover’s listing. Familiarize yourself with the basics of the customer’s finances and memorize the names of key individuals.

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