Sales Debriefing
2/16/2017
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Let's face it, as small business owners you have to be a 'sales person' whether you want to be or not.
While you would rather be focusing on the bigger picture, if you
want to be successful you need to engage in sales conversations on a
regular basis. So, how did your last sales call go? Did you make the sale? Why, or why not?Taking the time to debrief after a call can help you do a much better job the next time. So, what types of questions should you be asking?
- How did the prospect react to the information provided - People process information in several different ways; some need to ask a lot of questions, others just want the top line summary. Some prospects need visual examples, others need a hands on experience to fully grasp your offering/product. So, did you adjust the call to their style, or did you simply run through the same presentation as you always do?
- What was the mutually agreed "yes" - Was everyone clear on the purpose of the call? Too often people pick up the phone or drop by to chat, and at the end of the day they say goodbye with no clear next step. While it is helpful to keep your name in front of people, going into a call with a plan will help you move toward a desired outcome. Making sure the other person knows the outcome options on the front end helps as well. If you are hoping to get an invitation for an office visit, did your prospect know that at the beginning of the conversation?
- Did you provide a USP? - Be different. All businesses must have a Unique Selling Point. If you do not stand out from the crowd, why should a prospect choose you? Make sure to send a clear message as to what you offer that others do not. Focus more on what makes you unique, as opposed to simply what you do.
- What pain indicator made you relevant - Did you take the time to find out what they really needed? Or do you have a one size fits all solution you are trying to shove at every prospect, regardless of what they need? If you are unable to empathize or relate to your prospect, they will not see the relevance of you or your company.
- What is their budget? - This is a tough one. Most people don't like to talk about money, but it is important to get this on the table early in the sales process. Do they have the funds? Is this something they are willing to invest in? You don't have to nail them down to an exact amount in the first conversation, but you should have an idea if you are playing in the same ball park.
- What happens next? - After you hang up the phone, is there a clear next step? If not, review the list of other questions. Do a better job of getting these answers and the next steps will be obvious.
About the Author:
As Creative Director or Roundpeg,
Lorraine Ball is typically at the center of the managed chaos that
keeps this agency on it's toes. With more than thirty years as a
marketing professional (lie, tell her she doesn’t look that old)
Lorraine is a native New Yorker, and a Hoosier by choice, committed to fostering growth and entrepreneurship in her adopted city.
When not at Roundpeg, Lorraine can be found sharing what she knows in seminars and presentations around the country. She has a BA from Queens College, City University of NY, and an MBA from the University of Texas at Dallas.
When not at Roundpeg, Lorraine can be found sharing what she knows in seminars and presentations around the country. She has a BA from Queens College, City University of NY, and an MBA from the University of Texas at Dallas.