Do you use a purpose driven sales call process? Or make a sales call to just check in with a prospect or customer? “Hi Carly Customer I’d like to stop by to just touch base with you.” Does this sound like your approach to scheduling a sales call? Don’t just touch base. Stretch for the next one.
(I’m not a big fan of sports analogies. Probably cause I’m not good at them. But practice makes perfect so here goes.)
Make Each Sales Call Count
Some companies use the baseball diamond analogy for the sales closing process. Just stopping by to touch base wastes your customer or prospect’s valuable time. Have a compelling reason to meet with them each sales call. Everybody is busy these days, including you, champion salesperson. Just touching base leaves you exactly where you were in the sales process. It didn’t move you closer to the close. Using a purpose driven sales call process challenges you to have a compelling reason for each sales call….