By John Rooney
John is AchieveGlobal’s Regional Vice President of Sales, West Region, and a new contributor to the AchieveGlobal blog. He has over 15 years of sales leadership experience and has helped develop effective sales development initiatives for organizations including SkillSoft, Transware, Inc. and AchieveGlobal.
The title of this post is taken from that famous line in Jerry Maguire, after Tom Cruise’s character has finished his lengthy plea for a second chance. Dorothy, played by Renee Zellweger, responds by suggesting that all Jerry needed to do was show up and say, “Hello.” Pleading unnecessary.
Some salespeople might wish that this movie magic could be applied to a real world sales call. But the reality is that each step in the four-part process of creating a successful sales call is extremely important.
In our last post, we outlined the four components of a successful sales call that centers on the needs of each individual customer, including:
The way that we open a call is important because every interaction with a customer can be thought of as a new opportunity to form a first impression. When starting a call, the sales representative must focus on getting the customer to agree on what will be covered or accomplished during the call.
At AchieveGlobal, we focus on a few key points when building a strong sales call opening. For example, it’s important to:
- Ahead of the call, set a call agenda based on the representative’s objectives for the call.
- Start with a formal greeting, clarify the call time and build rapport with the customer.
- State the importance of the agenda in a positioning statement, and check for acceptance on the value to the customer.
- Make the most of the limited call time.
- Keep the focus on the customer and the customer’s needs.
If the call opening goes well, the foundation is well laid for the remaining three phases: probing, supporting and closing the call with success!