Last week I promised you some additional tips to better prepare for your sales calls. Remember, just five more minutes?

Resist the urge to go on that sales call partially prepared: Let’s face it, that’s what the vast majority of salespeople tend to do – they rely too much on verbal fluency, hearsay, and their own opinions – they don’t bother to uncover any real information about the prospect. Why not give yourself an edge by preparing? You’ll stand out from the crowd.

Let’s look at positioning: How are you seen in your market? Yes, you! Not just your company, your product, your sales manager, or your sales team as a whole…How are YOU perceived?

Write down the 2 or 3 words your customer or prospect would use to describe you. Be honest. If I called your customer would they describe you this way? What have you done to deserve this description?

Your personal positioning is paramount to your success. Are you a value resource to your customer? Or are you more of a nuisance? Why would time spent with you be valuable?

Take five extra minutes and ask yourself:

• What do I know about this customer’s needs and wants?
• What have I done to understand this customer’s buying cycles?
• Who is the decision-maker? Are there other people who might influence a buying decision?
• Do I understand this customer’s most pressing issues?
• How have I distinguished myself from my competitors?

If you’ve done the above – and done it well – the customer’s description will truly position you well. Isn’t that worth 5 more minutes?

Submitted by: Richard Dickerson

(1 votes, average: 5 out of 5)

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