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First Call Selling: The Dynamic Manager's Handbook On How To Make Sales On The First Call
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About this ebook
Time is money, so sales people who want more of the latter make best use of the former. Selling on the first call is one of the best ways to not only save time but to impress prospects with your professionalism.
“Prospect Knowledge” shows you how to learn just about everything you need to know about a prospect before you meet them for the first time. It’s key to making a sale on the first call.
“How Much Can They Spend?” gives you several ways to estimate a prospect’s potential without asking them embarrassing questions.
“Uncovering Prospect Needs” explains how to discover what customer need your product or service can fulfill so that your first-call proposal is more than just a shot in the dark.
LanguageEnglish
PublisherDave Donelson
Release dateMar 30, 2011
ISBN9781458063007
Author
Dave Donelson
Dave Donelson's world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.
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Book preview
First Call Selling - Dave Donelson
First Call Selling
The Dynamic Manager’s Handbook On
How To Make Sales On The First Call
by Dave Donelson
Donelson SDA, Inc., Smashwords Edition
Copyright 2011 Dave Donelson
ISBN: 978-1458063007
A note from the author
The Dynamic Manager Handbooks are for entrepreneurs, managers, and others who want to succeed in small business by learning more about management techniques, operations, and best practices. Each volume in the collection is devoted to a single topic. The material was extracted from the Dynamic Manager Guides, my series of books based on my experiences as a business journalist, consultant, and entrepreneur.
Table Of Contents
Chapter 1 - Sell On The First Call
Chapter 2 - Prospect Knowledge
Chapter 3 - How Much Can They Spend?
Chapter 4 - Uncovering Prospect Needs
About Dave Donelson
Chapter 1
Sell On The First Call
Most prospects expect the seller to have done their homework before they come in the door.
One of the great myths about selling is that you need to make a series of calls on a prospect to determine their needs before you can make a proposal to them. If you’re selling anything less complicated than enterprise computing systems, this is time-wasting nonsense based on a misunderstanding of consultive selling. Why wait? You’ll speed up the prospect’s decision-making process and save yourself hours and hours of selling time (which you can use to make more sales) if you present a specific proposal on your very first call.
This suggestion invariably sends traditional consultive sellers into convulsions and they say things like, How can you make a proposal without ascertaining the need?
Won’t the prospect think you’re arrogant to come in with a proposal the very first time you meet them?
What if your proposal is wrong?
This response comes from a lack of understanding of my method. You’ll notice that I want you to make a proposal on the first call—but that doesn’t necessarily mean that that call will be the first time you’ve visited the prospect. Nor does it mean that you haven’t done a needs analysis. In fact, the time and effort you put into needs analysis (before the first call) will dwarf that of a typical consultive seller who goes into the first call with questionnaire in hand. And your needs analysis will be more accurate, which will mean a more accurately targeted proposal.
Selling on the first call isn’t as simple as it sounds, of course. It’s not a matter of taking the same product to as many prospects as possible in hopes that you’ll stumble across someone that needs to buy something today. Nor does it mean that
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