I was talking to a friend today and he mentioned in passing that he likes to have sales calls with prospects. He said something worth noting about his calls:
It gives me something to write about every time.
I hear from a lot of consultants that they want to avoid “wasting time” with prospects. What’s behind this?
First, an assumption that every sales call should lead to a sale. I couldn’t disagree with that more.
Second, that calls not ending in a sale have no inherent value. Again, I wholeheartedly disagree.
Instead of looking at a call as a waste of time, I’d challenge you to ask what you can learn from each call you take. Here are a just a few questions that come to mind:
- Who is this person?
- What do they want?
- Why isn’t there a fit to work together?
- What signs could you have picked up on that would prevent you from taking a call like it in the future?
- What can you do for this person besides sell them something?
As you can see, there’s a lot you can learn from a simple call. Keep your mind and ears open for information that’ll help you grow as a business owner and service provider.
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