Sales Call Recap; What to do After EVERY Sales Call

Filed Under (OP Sales Training) by Don on 26-02-2009

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I enjoy riding with my sales reps and I do a “Post Call Analysis” after each call to help them improve their techniques.  I have a checklist that I use for this purpose.  This list is also especially useful for reps to use after every prospecting call. 

  • Did you identify the prospect’s communication style?
  • Who controlled the sales call, you or the prospect?
  • Did you LISTEN more than talk? (Extremely important)
  • Did you overwhelm people with product knowledge? (Did you pitch before the itch?[thanks Jeff Gardner])
  • Did you identify all the prospect’s needs?
  • Did you set up an objective for the second sales call, assuming there is one?
  • Did you discuss budget and the decision making process? (if applicable)
  • If this is a first call did you ask for a tour of their facility? (if applicable)
  • Did you take good notes regarding your call and ideas for followup?

 

Do you perform your own analysis after each call?  Do you have a suggestion to add to this list?  Our current economy presents new challenges in our industry but it also presents many new opportunities that didn’t exist before.  Keep you attitude in check and be well prepared for each call and success will be yours.  If anyone ever tells you that their sales “system” is guaranteed to work 100% of the time, don’t believe them.  It is a lie.  I can promise you one thing that does work 100% of the time every day and that is hard work, smart preparation and a great attitude. 

 

The last word:   “Man’s rise or fall, success or failure, happiness or unhappiness depends on his attitude… a man’s attitude will create the situation he imagines.” — James Allen

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