10 Mistakes that Kill Sales Calls

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Post on 21-Oct-2014




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Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls


<p>10 Mistakes that Kill Sales Calls</p> <p>#</p> <p>Sales Leaders miss or make the number one sales call at a time.</p> <p>#</p> <p>Sales Leaders miss or make the number one sales call at a time.</p> <p>Yet, they rarely pay attention to each call</p> <p>#</p> <p>Most Sales Leaders look at each reps performance to quota</p> <p>They also review the pipeline, but these are too difficult to control</p> <p>Sales leaders can control the quality of sales calls every day.</p> <p>#</p> <p>Great single sales call execution will lead to greater results. </p> <p>#</p> <p>This post explores 10 common sales call mistakes. </p> <p>Then we review 4 simple steps sales leaders can implement to prevent them. </p> <p>#</p> <p>Thesales call coaching tool will help sales leaders ensure their reps are prepared.</p> <p>Download it to improve sales call performance immediately </p> <p>#</p> <p>10 Mistakes that Kill Sales Calls</p> <p>#</p> <p>#1. Show up and throw up (Inward-Out Approach) </p> <p>Quit talking about how great your product or company is.</p> <p>Nobody cares</p> <p>#</p> <p>They want to know how it will help them. How will your solution help get them promoted.</p> <p> Make them more money. Get them recognized by their boss.</p> <p>Period.</p> <p>#</p> <p>Entering a call unprepared still shocks me. </p> <p>But 8 out of 10 calls we observe dont have completed call plans. Sales people dont think they need them.</p> <p>#2. Poor self-preparation (no call plan)</p> <p>#</p> <p>Your sales rep talks a lot, but doesnt engage the audience. The audience loses interest after 5 minutes.</p> <p>#3. Call is one-sided Talking head syndrome</p> <p>#</p> <p>Multiple people trying to get their point across meeting leads to littlecustomer interaction. </p> <p>The customer ends the call because time is up without next steps being discussed.</p> <p>#4. Overlays/Specialists arent on the same page as the sales rep </p> <p>#</p> <p>We all miss things. A little coaching and inspection can make a huge impact on a single call.</p> <p>#5. Front-line Sales Managers arent providing adequate coaching </p> <p>#</p> <p>You know you want to move the deal forward.</p> <p> Is that an objective? </p> <p>NO</p> <p>Set clear, measurable objectives for each sales call. Then self-assess post call.</p> <p>#6. Objectives for call arent clear</p> <p>#</p> <p>The best sales people ask tough questions. They surface fear and risk. Average sales people talk about product and avoid awkward discussions.</p> <p>#7. Topical Conversation</p> <p>#</p> <p>#8. Sales Rep Happy Ears</p> <p>The rep thinks every call went great.</p> <p>They ignore risks, gaps, and pitfalls. </p> <p>While optimism is a good thing, it has to be balanced with reality.</p> <p>#</p> <p>The easiest way to reduce your sales cycle length is to establish next steps. </p> <p>Never end a meeting with Ill call you next week to catch up.</p> <p>#9. The call ends without steps being defined </p> <p>#</p> <p>Sales people that talk product and price are a dime a dozen. </p> <p>Great sale people teach the customer something new. </p> <p>They bring insight and thought leadership that isnt the norm.</p> <p>#10. Lack of Value</p> <p>#</p> <p>The best sales teams do something that is very difficult.</p> <p>They execute on a daily basis. </p> <p>You either move the deal forward or you dont. </p> <p>#</p> <p>How to Prepare your Sales Team for Major Interactions</p> <p>#</p> <p>Download the Sales Call Coaching Toolto ensure your sales people are properly prepared</p> <p>#</p> <p>Learn More</p> <p>If you dont have a content management process or need help optimizing your current one, Contact us to hear the rest of the story...Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com</p> <p>Enjoy the SlideShare? Dont miss the next one! Click to follow us on SlideShare </p> <p>Sign up for our Sales Force Effectiveness blog by clicking here</p> <p>For access to this original blog article, and many more; click here</p> <p>#</p> <p>Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.</p> <p>Email - info@salesbenchmarkindex.com</p> <p>Phone - 1-888-556-7338</p> <p>Web: http://www.salesbenchmarkindex.com</p>