Sales Call Agenda
Sales Call Agenda
Every sales call should have an agenda. Your customers don’t havetime for social calls. Neither do you or your salespeople. When you spend time making calls with your salespeople you may have several different agendas. These agendas could range from check rides to monitor your salesperson’s behavior and activities, to specific sales objectives with a customer or prospect.
In addition to your agenda for working with the salesperson, there should also be a call specific agenda. I’ve lost count of the number of times that I heard customers complain about salespeople wasting their time. “Mike is a really nice guy but, sometimes I wonder why he comes in here!” An agenda insures that there is a purpose to the call. This should be discussed and agreed upon between you and your salesperson before the actual call. Then you will have the agenda that you share with your customer. Here’s a sample customer agenda that works well:
- Thank the customer or prospect for meeting with you.
- Tell him why you’re there. Usually this should be about some kind of fact finding. “We’d like to talk with you about xyz process and what you’re doing to deal with it.”
- Tell him how you expect the call to proceed. “We’ll ask you a few questions about what you’re doing and how it’s working for you. We may also talk about our possible solution or alternative. You’ll probably have questions for us. Then together we’ll decide if it makes sense to proceed or not. Whatever you decide is OK with us.”
- No hard sell. No pushing. However you will have a decision at the end of the call. Might be a No. Then you move on. Might also be clear direction for where you go from there. Then you agree on what happens next.
- All this is based on some form of consultative selling. Take your pick … there’s lots of choices.
There are many advantages to having a clear agenda. It’s simple and you get a decision. Your customer doesn’t feel manipulated. He doesn’t feel like you’re wasting his time. You’re there to do business. If it’s a win-win you talk further. If it’s not you move on to the next customer. Easy.
Street Smart Sales Management is written weekly by Oliver Connolly to provide timely and actionable tips for sales management professionals. For more information please go to www.clevelstrategic.com