The document outlines 10 common mistakes that can kill sales calls: 1) focusing inwardly on the product rather than the customer's needs, 2) lack of preparation without a call plan, 3) one-sided talking without engagement, 4) lack of coordination between sales reps and specialists, 5) inadequate coaching from managers, 6) unclear call objectives, 7) avoiding difficult conversations, 8) overly positive reps ignoring risks, 9) ending calls without defining next steps, and 10) lacking thought leadership and value. It recommends sales leaders track interactions, inspect deal progress, ask probing questions to ensure preparation, and provide ideas, insights and best practices to prepare reps for major interactions.

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10 Mistakes that Kill Sales Calls
ARISE ROBY
ARISE TRAINING & RESEARCH CENTER

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Sales Leaders
miss or make
the number
one sales call
at a time.

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Sales Leaders
miss or make
the number
one sales call
at a time.
Yet, they rarely pay attention to
each call

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Most Sales Leaders look at each rep’s
performance to quota
They also review
the pipeline, but
these are too
difficult to
control
Sales leaders can control the quality
of sales calls every day.

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Great single sales call
execution will lead to greater
results.

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This post explores 10 common
sales call mistakes.
Then we review 4 simple steps
sales leaders can implement to
prevent them.

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The sales call coaching tool will help sales
leaders ensure their reps are prepared.
Download it to improve sales call
performance immediately

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10 Mistakes that
Kill Sales Calls

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#1. Show up and throw up
(Inward-Out Approach)
Quit talking about how
great your product or
company is.
Nobody cares

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They want to know how it will help them.
How will your solution help get them promoted.
Make them more money.
Get them recognized by their boss.
Period.

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Entering a call
unprepared still shocks
me.
But 8 out of 10 calls we
observe don’t have
completed call plans.
Sales people don’t
think they need them.
#2. Poor self-preparation
(no call plan)

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Your sales rep talks a lot, but
doesn’t engage the audience. The
audience loses interest after 5
minutes.
#3. Call is one-sided –
Talking head syndrome

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Multiple people trying to get
their point across meeting
leads to little customer
interaction.
The customer ends the call
because time is up without
next steps being discussed.
#4. Overlays/Specialists
aren’t on the same page
as the sales rep

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We all miss things. A little coaching
and inspection can make a huge impact
on a single call.
#5. Front-line Sales Managers
aren’t providing adequate
coaching

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You know you want to move
the deal forward.
Is that an objective?
NO
Set clear, measurable
objectives for each sales
call. Then self-assess post
call.
#6. Objectives for call aren’t clear

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The best sales people ask tough questions.
They surface fear and risk.
Average sales people talk about product
and avoid “awkward” discussions.
#7. Topical Conversation

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#8. Sales Rep Happy Ears
The rep thinks every call went
great.
They ignore risks, gaps, and
pitfalls.
While optimism is a good
thing, it has to be balanced
with reality.

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The easiest way to
reduce your sales cycle
length is to establish
next steps.
Never end a meeting
with “I’ll call you next
week to catch up”.
#9. The call ends without steps
being defined

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Sales people that talk
product and price are a
dime a dozen.
Great sale people teach
the customer
something new.
They bring insight and
thought leadership that
isn’t the norm.
#10. Lack of Value

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The best sales teams do something
that is very difficult.
They execute on a daily basis.
You either move the deal forward or you don’t.

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1.Track:
you have to know
what interactions are
coming up.
2. Inspect:
CRM: is the deal
progressing?
Job Aids: Has the rep
completed a call plan?
3. Ask:
Probing questions to
ensure they are
prepared
4. Provide:
ideas, insights, content, examples, use
cases and best practices.
How to Prepare your Sales Team
for Major Interactions

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Download the
Sales Call Coaching Tool
to ensure your sales people
are properly prepared

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If you don’t have a content management process or need
help optimizing your current one,
Contact us
Email – robertmariavincent@gmail.com
Phone – 091-9894853480
ARISE TRAINING & RESEARCH CENTER