This document provides tips and guidance for making successful sales calls. It recommends having the proper tools like a CRM and strong internet connection. The sales process involves making an introductory call, asking permission to proceed, introducing yourself briefly and asking to follow up via email. It stresses having the right positive attitude and believing in your product. Salespeople should be persistent in following up multiple times and master their sales pitch. Respecting prospects and providing the best value are also emphasized.

1. Gary D. Seale
Principal
Trucon Business Development

2. Have the Right Tools
 Viable CRM and the Knowledge to use it
 Computer and screen
 Remember personal ergonomics
 Strong Wifi or line connection

3. Have the Right Tools
Keyboard skills or yellow pad
Give yourself a physical/mental break
Reminder Scrip in front of you
Scrip available for copy paste and resending w/graphics

4. The Process
Introduction call
Ask for a specific name if at all possible
Ask permission to proceed – listen closely
Intro with name, company, a why answer or
primary differentiating capability
You have 45-60 seconds!
Ask permission to send a follow up e-mail
Send e-mail ASAP
Log in CRM – Set follow up date

5. Have the Right Attitude
 As the saying goes, 90 percent of everything in life is attitude. .
 Before you ever pick up the phone, you need to have the right
attitude.
 Before you make a call or sit down to type an email, the first
thing you should do is get your head wrapped around the
concept.
 You have the skills to sell in any situation. It doesn’t matter if
it’s 58 cents or $58

6. Believe in Your Product
 You’ve got to believe in what you’re selling.
 You’ve got to believe your product is worth at least 10 times
the money and the time your prospect will invest in it.
 Sell yourself before trying to sell anyone else

7. Be Persistent
 You’ve got to be willing to keep calling people back again and
again until you reach them and they are willing to speak with
you.
 InsideSales.com research has shown that on average, reps give
up after only 1.3 contact attempts. That’s not enough. Stats
reveal contact attempts of 8-12 times may be necessary.

8. Master the Pitch
 You’ve got to have your pitch down. That’s why scripts are
valuable and important.
 Whenever you’re making a sales call, whether it’s two minutes
or 14 minutes, you need to know your goal.
 What are you hoping to get out of that call? Is it to close a
deal? Is it to find out who the decision makers are? Is it to get
an appointment?
 Know your goal and tailor your pitch accordingly, because each
of these calls will require a slightly different approach.

9. The Significant Differentiating Claim
 We do our best to provide call scripts with a strong
differentiating message.
 Your claim has to be something a prospect cannot regurgitate
and a competitor cannot imitate.
 In other words, your prospect can’t ignore your claim and your
competitors can’t match its value.
 Your claim must become a hook that sinks so deep in the client
that it literally creates a picture they can’t erase.
 Nobody buys anything except for one reason, to solve a
problem

10. Self Control
 Before making a cold call, many people complain of nervous
jitters.
 No one likes rejection, but that’s part of the sales process.
 Every sales professional should remember that with each call,
they have everything to gain and very little to lose.
 Great salespeople know this and it serves as a powerful
confidence booster and motivator. - Trust God

11. The Best Value
 Every salesperson must believe they have high value,
regardless of price.
 What that means is you have to convince yourself that even if
you’re four times the price tag, you’re still the best value.
 Understand what makes you better. Why should someone buy
your product or service over anyone else’s, even when it’s
pricier? Drive home your differentiator!

12. Respect Your Prospects
 Treat everyone with respect.
 Sales reps who are calling people all day can start treating new
prospects like the last eight people they failed to sell. This is a
big problem with cold calls.
 You need to start fresh with every call and treat each new
prospect with respect.

13. The Database – Target Market
 Trucon works diligently to provide a database that is composed
of prospects that meet the target demographic for each
customer.
 No database is perfect and there will be employees who have
left the company, bad numbers or companies that have gone
out of business.
 It may be necessary to adjust the database if it is discovered
that the database is not directed at a viable group of
prospects.

14. 512-219-6677
www.truconbd.com
trucon@sbcglobal.net