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Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
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10 Mistakes that Kill Sales Calls
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Sales Leaders miss or make the number
one sales call at a time.
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Sales Leaders miss or make the number
one sales call at a time.
Yet, they rarely pay attention to each call
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Most Sales Leaders look at each rep’s performance to quota
They also review the pipeline, but
these are too difficult to control
Sales leaders can control the quality of sales calls every day.
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Great single sales call execution will lead to greater results.
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This post explores 10 common sales call mistakes.
Then we review 4 simple steps sales leaders can implement to
prevent them.
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The sales call coaching tool will help sales leaders ensure their reps are prepared.
Download it to improve sales call performance immediately
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10 Mistakes that Kill Sales Calls
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#1. Show up and throw up (Inward-Out Approach)
Quit talking about how great your product or
company is.
Nobody cares
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They want to know how it will help them.
How will your solution help get them promoted.
Make them more money.
Get them recognized by their boss.
Period.
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Entering a call unprepared still shocks
me.
But 8 out of 10 calls we observe don’t have
completed call plans.
Sales people don’t think they need them.
#2. Poor self-preparation (no call plan)
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Your sales rep talks a lot, but doesn’t engage the audience. The audience
loses interest after 5 minutes.
#3. Call is one-sided – Talking head syndrome
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Multiple people trying to get their point across meeting
leads to little customer interaction.
The customer ends the call because time is up without next steps being discussed.
#4. Overlays/Specialists aren’t on the same page
as the sales rep
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We all miss things. A little coaching and inspection can make a huge impact on a
single call.
#5. Front-line Sales Managers aren’t providing adequate coaching
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You know you want to move the deal forward.
Is that an objective?
NO
Set clear, measurable objectives for each sales call.
Then self-assess post call.
#6. Objectives for call aren’t clear
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The best sales people ask tough questions. They surface fear and risk.
Average sales people talk about product and avoid “awkward” discussions.
#7. Topical Conversation
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#8. Sales Rep Happy Ears
The rep thinks every call went great.
They ignore risks, gaps, and pitfalls.
While optimism is a good thing, it has to be balanced
with reality.
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The easiest way to reduce your sales cycle
length is to establish next steps.
Never end a meeting with “I’ll call you next
week to catch up”.
#9. The call ends without steps being defined
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Sales people that talk product and price are a
dime a dozen.
Great sale people teach the customer
something new.
They bring insight and thought leadership that
isn’t the norm.
#10. Lack of Value
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The best sales teams do something that is very difficult.
They execute on a daily basis.
You either move the deal forward or you don’t.
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1.Track: you have to know what interactions are coming
up.
2. Inspect:CRM: is the deal
progressing?Job Aids: Has the rep
completed a call plan?
3. Ask: Probing questions to
ensure they are prepared
4. Provide: ideas, insights, content, examples, use cases and
best practices.
How to Prepare your Sales Team for Major Interactions
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Download the Sales Call Coaching Tool
to ensure your sales people are properly prepared
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