The power of partnership.




       Sales Training Series
Running an Effective Sales Call


   Training Module Run Time: ...
Welcome

 What you will learn from this tutorial….
  • Why proper sales call execution will shorten sale cycles
  • How to...
Before We Start…

A “sales call” can mean any type of sales-focused customer interaction:
  • Lead follow up
  • Proposal ...
Typical Sales Call Mistakes

• Lack of preparation

• Skipping call set up/not driving the call

• Pitching instead of dis...
Every Sales Call Has Three Parts

      Beginning                    Middle                   End


                      ...
Example – Objective of a First Call

 • Uncover the needs of the customer and qualify

 • Show the value of your solution
...
Rapport Building




• Don’t underestimate the importance of building rapport with the client
• Rapport building gets the ...
Call Set-Up




 • Start by thanking the prospect for taking the time to meet and then
   recommend an agenda
 • Get agree...
Elevator Pitch




 Many times it helps to give a quick overview of your
 company just to give the customers some context
...
Sample Elevator Pitch

 “AccuData provides data resources, marketing analytics,
 and marketing database technology for com...
Sample Company Overview

 The “5” slide rule….

     •   Company background
     •   What does your company do
     •   Cu...
Discovery Questions




• Great questions are the best way to show your expertise as a sales person
• Start with identifyi...
Summarize/Close




 • You must earn the right to close for a next step
 • Summarize your takeaways and sell the next step...
Executing a Proposal Delivery Call


         Beginning                        Middle                     End

           ...
Sales Call Execution Best Practices

 •   Have a vision for every call
 •   You must structure your call to take into acco...
Sales Call Follow-Up

Use Discovery Letters
   • A detailed description of the sales person’s understanding of the need
  ...
Preparation

 Why spend the time to prepare…
   • Ensures every interaction has the best chance to succeed
   • Builds con...
How to Prep

 Start with the end result in mind…
     • Close for “X”
     • Get commitment for “X”
     • Get answers to ...
Prep Template

Call Prep Template                                        Notes
Date and time of meeting
Participants/roles...
Sales Call Execution Framework




                  Sales
  Prep             Call         Follow
                  Exec  ...
Summary: Why care about sales call execution

 “Blocking and tackling” can make a huge difference for a sales person
 • Yo...
The power of partnership.




     For Further Information:

    Call your sales rep
800.732.3440 | info@accudata.com
Upcoming SlideShare
Loading in …5
×

Accudata Webinar Sales Call Tutorial Final

999 views

Published on

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
999
On SlideShare
0
From Embeds
0
Number of Embeds
115
Actions
Shares
0
Downloads
18
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Accudata Webinar Sales Call Tutorial Final

  1. 1. The power of partnership. Sales Training Series Running an Effective Sales Call Training Module Run Time: 17 minutes
  2. 2. Welcome What you will learn from this tutorial…. • Why proper sales call execution will shorten sale cycles • How to achieve your objective on every call
  3. 3. Before We Start… A “sales call” can mean any type of sales-focused customer interaction: • Lead follow up • Proposal review • Attrition call • Phone or face-to-face
  4. 4. Typical Sales Call Mistakes • Lack of preparation • Skipping call set up/not driving the call • Pitching instead of discovery/listening • Selling too soon • Etc.
  5. 5. Every Sales Call Has Three Parts Beginning Middle End Your Company Targeted Summarize Close for Rapport Call Set Up Overview Discovery and Next Steps Elevator Questions Discuss Pitch Solutions Every call should have the same beginning and end. The nature of the call will determine what happens in the middle.
  6. 6. Example – Objective of a First Call • Uncover the needs of the customer and qualify • Show the value of your solution • Get commitment for a next step • Understand the customers approval process The call should be structured to meet the objectives.
  7. 7. Rapport Building • Don’t underestimate the importance of building rapport with the client • Rapport building gets the customer accustomed to talking to you Never skip this step!
  8. 8. Call Set-Up • Start by thanking the prospect for taking the time to meet and then recommend an agenda • Get agreement on the plan • Do introductions if people in the room / on the call are not acquainted with one another
  9. 9. Elevator Pitch Many times it helps to give a quick overview of your company just to give the customers some context Y o u n e e d t o d e v e lo p a n e le v a t o r p it c h : A one or two sentence description of what you do • “___” is a (type of company) that provides (type of offering) for (types of customers) • Do not embellish – make sure your elevator pitch is easy to understand
  10. 10. Sample Elevator Pitch “AccuData provides data resources, marketing analytics, and marketing database technology for companies like ______ The reason we are here today is your company fits the profile of our typical customer and we would like to learn more about how you do direct marketing today”
  11. 11. Sample Company Overview The “5” slide rule…. • Company background • What does your company do • Customers • A few relevant case studies • Why you are different / your unique value proposition
  12. 12. Discovery Questions • Great questions are the best way to show your expertise as a sales person • Start with identifying what you need to learn You should ALWAYS make a list of questions prior to any sales call!
  13. 13. Summarize/Close • You must earn the right to close for a next step • Summarize your takeaways and sell the next step You should walk in the call knowing what to close for!
  14. 14. Executing a Proposal Delivery Call Beginning Middle End Why This Proposed Solution Solution Will Solve Feedback Summarize Rapport/ Review of (description, the and Close for Call Set Up Needs cost, time Problem Q&A Next Steps frame, etc.) (how will this improve the customer situation) Sales call start / finish the same way!
  15. 15. Sales Call Execution Best Practices • Have a vision for every call • You must structure your call to take into account • Be cognizant of sales call components and execute accordingly • Continue to “check in” to gauge understanding and interest
  16. 16. Sales Call Follow-Up Use Discovery Letters • A detailed description of the sales person’s understanding of the need and what is driving the need. • A description of the timetable, budget, and approval process. • A list of agreed upon next steps and owners. This list is one of the best ways to push things forward, especially if there are due dates attached to each next step.
  17. 17. Preparation Why spend the time to prepare… • Ensures every interaction has the best chance to succeed • Builds confidence in your ability to execute • Greatly reduces the chance of getting caught off guard • Focuses the meeting on specific outcomes Make sure the customer understands why you are coming!
  18. 18. How to Prep Start with the end result in mind… • Close for “X” • Get commitment for “X” • Get answers to ____ questions • Validate their decision process • Validate your assumptions
  19. 19. Prep Template Call Prep Template Notes Date and time of meeting Participants/roles (both at customer and your company) Objectives and agenda (to be shared with customer) Specific results you are seeking (detail potential next steps to close for) What questions might they ask? (How will these questions be answered/who will answer?) What information/messages do we want to communicate? How do we do so? Call Structure – detail each component of the call – who will do what? Scenario Planning: What is the best case scenario/our plan if we land here? What is the most likely case scenario/our plan if we land here? What is the worst case scenario/our plan if we land here?
  20. 20. Sales Call Execution Framework Sales Prep Call Follow Exec Up Three components of every sales call 20
  21. 21. Summary: Why care about sales call execution “Blocking and tackling” can make a huge difference for a sales person • You have one shot to make a good impression • Differentiate yourself via professionalism 21
  22. 22. The power of partnership. For Further Information: Call your sales rep 800.732.3440 | info@accudata.com

×