Enigin Sales

How to Blow an Initial Sales Call IX

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

9: Failing to Qualify the Lead

• Why It Happens: Sales pros wrongly believe that the purpose of the initial meeting is to move the sales process forward by finding out about the buying process.
• What It Doesn’t Work: It’s useless to gather buying information without first confirming that the customer has a need that justifies investment and that the customer has money to invest.
• What Results: You end up spending your time on a false opportunity, thereby missing other real opportunities that might eventually close.
• What To Do Instead: The first area of conversation should always be a clarification of the problem and an assessment of the financial impact of the problem. Then confirm that the company is actually ready to spend money to solve the problem. Only then should you be interested in HOW the company might go about making a decision.

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