There are a lot of calls being done by salespeople out in the marketplace, but they're not all sales calls.
They are calls filled with good things: meeting new people, chatting about features & benefits, talking about value, getting to know prospects better, building rapport. But these good things don't necessary make a Sales Call.
Sales calls have one purpose, and if your call didn't pursue that purpose, then don't put it down in your CRM as a "sales call".
The purpose is this: to qualify the selling opportunity.
You're there to determine whether or not this is a deal you can win at an acceptable level of commitment of your time and resources.
If your call didn't move that particular needle, then don't put it down as a sales call.
Again, the other things (building rapport, talking about stuff) are fine... in the right context.
But if you're not also qualifying the selling opportunity during the conversation, then it's not a sales call.
There are different ways to qualify your opportunities. We teach a simple 9-step checklist to do it in our sales training & coaching programs. It's not the quest for the Holy Grail.
Our goal is to separate the intellectually curious from the economically serious prospects. Efficiently qualifying your opportunities will save you time, resources, and heartache by keeping you from spending time & resources with curious prospects who won't buy.
You're there to find out if this an opportunity you can win. If the answer is no, great! Move on to other opportunities. Your time is your most precious resource as a selling professional, and you can't afford to be wasting time with prospects who won't buy.
Use every call to collect the attributes of a qualified selling opportunity. Anything less than that isn't a sales call.
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