What does a good sales call look like?

What does a good call look like? Many people think the only way to identify a good call is a call that ends in a sale. The problem is that today, the "one call close" is very rare. In a tight economy customers usually need to be sold and reassured over a period of time. I believe a good call is a call where there has been an exchange of information, a call where you learn something new about the customer and the customer learns something new about your products. This also applies to calls on regular advertisers. Rather than just picking up their copy, you should try to find out something about their plans, goals and feelings toward your product. This is important because the customer's situation is in constant flux and it is vital to stay abreast of how they view you and your products. It is also important to share success stories and remind customers about your benefits. The old proverb "Knowledge is Power" applies doubly to sales people. You should view every call as an opportunity to collect and share information with your customers and prospects.

Keep Smiling, Keep Selling!

Thanks

Jim Busch