Enigin Sales

How to Blow an Initial Sales Call VIII

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

8: Overscheduling the Meeting

• Why It Happens: Sales pros naturally hope that they’ll have a productive meeting, where they’ll learn everything they need to know, so they try to schedule a large block of time.
• Why It Doesn’t Work: Prospects are reluctant to give sales professionals large blocks of time. Also, you’re setting yourself up for an awkward situation if you find out that the prospect isn’t a potential customer and need to leave.
• What Results: It’s harder to get that initial meeting, and you run the risk of wasting your time, and the prospect’s time.
• What To Do Instead: Ask for a short amount of time, but schedule extra time on your calendar to accommodate an extension of the meeting. If you are nearing the end of your allotted time, and the meeting is going smoothly, remind the contact that your time is nearly up. Then ask if he or she would mind extending the meeting a little, as you are fascinated by what you’re learning. In most cases, the contact will let meeting continue.

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