It would be lovely to think every customer is waiting for your call but the reality is, you’re going have to work hard to make a positive first impression and generate a level of interest. Be prepared to work for it!
How you begin the sales journey is key to success. Think about how you prepare for a long journey – if you take a wrong turn at the start, the rest of the journey is pointless! Failing to prepare is preparing to fail!
Make sure you have all the information available and you’re ready to make that call. If the customer senses you are not prepared don’t be surprised when their motivation to have the conversation is low!
There such a thing as ‘invisible pressure’ – you have no idea what was happening before you called. If you rush in with no attempt to connect or qualify your call, you risk adding to this pressure.
