How to approach every sales call

Last week, a connection shared this on LinkedIn:

"When I was running my startup, I wasn't at my best before most sales calls. I would obsessively prepare for every possible objection and pressure myself to run the call perfectly to avoid rejection. If I could go back, I’d tell myself: 'Focus less on rejection and more on conversation.'

In my sales workshops, new reps often ask, "How do I know if my sales call was successful?"

I suggest considering these two questions:

Was it a genuine conversation?
Did the client agree to any action?

Sales calls are about balancing the agenda and building trust. There's a misconception that a sale must happen immediately, but it rarely does. Typically, you're progressing toward the sale over multiple calls. Building a relationship takes time and it’s important to understand the client’s needs.

Instead of pressuring yourself to close, set a call objective in addition to the long-term goal (the sale). Objectives could be agreeing to a trial, scheduling a follow-up, or involving key decision-makers.

Want more sales tips? Check out my previous posts:

Warmly,

Jenny

For a full list of sales workshops, visit the Peak Selling website.