“How Did That Call Go?”Signs of a Bad Call and Sales Tips

for Call Debriefing

By John Holland, Chief Content Officer, CustomerCentric Selling®

Signs of a Bad Call

• Pauses or stammering before answering

• Limited or no eye contact • Sharing irrelevant

information • A lot of talking

• What is the highest title within the organization that you’ve called on?

• What business outcome(s) are important to this buyer?

• Why can’t the outcome(s) be achieved today without our offering?

• What capabilities can you provide to allow outcomes to be achieved?

• What is the value of achieving the outcome(s)?• What other titles will be involved in making a buying

decision?• Can/will this contact be a champion in providing

access to other titles?

Suggested Call Debriefing Questions

• Taking it a step further, if those questions can be answered it would be helpful for sellers to imbed them in correspondence to the potential champion.

• Managers can then measure progress by buyer actions (getting access to the titles requested), a far more accurate gauge than asking sellers their biased opinions.

Key Takeaway