Enigin Sales

How to Blow an Initial Sales Call VII

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

7: Asking Repetitive Questions.

• Why It Happens: As the sales rep works to uncover the buying process, question like “and he reports to who?” starts sounding like a scratched CD.
• Why It Doesn’t Work: Reporting structures are among the most boring information on earth and the prospect rightly starts becoming bored explaining them.
• What Results: The conversation lags and you end up finding out only the least important elements of the buying process.
• What To Do Instead: To keep the conversation interesting, sprinkle it with questions that have built-in, positive assumptions, like: “Your industry is in tough economic times, but your company seems to be doing better than everyone else. How do you guys do that so consistently?” or “You’ve obviously developed a wealth of business contacts. What’s your secret?”

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