“Was Your Sales Call A Success?”

How do you know if a sales call was a success? The simplest and most important answer is whether the sale was closed or not. Closing the deal, after all is said and done, is the goal. But the starting point is the effective sales call.

Being strategic in planning the call by establishing sales call objectives, then evaluating your performance against those objectives after the call, will help you move the deal across the finish line.  Here are some criteria to rate your performance. Sales managers will find these helpful in coaching their sales teams:

• Prospect’s sales call objectives. Determine what the prospect wants to accomplish during your meeting.
• Buying impact opportunity. How is the prospect intending to impact their business by buying your product or service? For example, are they looking to increase sales, reduce expenses or be more efficient?
• What is the purchase decision-making process? Is the person you are meeting with both the buyer and decision maker? Does a committee make the decision? 
• Timeframe for purchase decision.  Ask about the level of  urgency for the prospect?  Have they established any target dates? 
• Who is the competition? Anyone else in play? Is there a current vendor? If so, why are they looking at other vendors? Is current  service or pricing an issue? 
• Determine the true objections / what will it take to close the deal?  Ask them: “If I could ensure that your concern is addressed and I can take it off the table, would that make this deal move forward? The prospect responds: ”I am not sure yet.” This could suggest that there is another obstacle that has not been discussed.
• Confirm that the prospect’s questions were answered to their satisfaction. Recap what you learned in the meeting and ask if you have covered and understand all the issues needed to come back with a proposal.
• Clarify what is needed in the follow-up presentation.  Verify if the follow-up meeting will be attended by other key contacts, such as Finance or Customer Service, and ask what will be needed in the next presentation to meet everyone’s expectations. 
•  Attempt to set the next appointment date.