Sales call will always be a matter of concern for different sales personalities. There are few sales persons who are experienced in sales for a quite a time and still they do not understand the core concepts of sales. But, all the concepts are learnt only through experience rather than just only reading and following. But there are few concepts which need to be known for a sales person and apply it while doing all the sales calls.
In these concepts always the initiation does helps a lot. There is a well saying in English "Well started is half won", whatever be it is if you start well you have already won it. For example: In a 20-20 cricket match if the opening batsmen starts well than the score will run in the initial overs and it will give a confident to the next order batsmen. Hence always a better start does help for better results. A sales call initiation will always be helpful for a sales person to build repo with the customer and understand his needs well so that he can satisfy them.
There are different kinds of customers you can meet in a day, but do the homework well for the initiation of the call according to the attitude and behavior of them. There is a concept which can really help you to build up repo with your customer. Let us understand the few stages of them to start up.
First try to create some correlation with the customer. Make them to have association between both of you people. For example: Let's say you met a customer with a nice office space. Then after greeting start the call with what a nice office you have? And make them feel that you are in similar line of discussion with them. Let the customer have a good discussion for the same with you for a quite bit of time. It will help you to understand his views and mindset.
Then try to put some similarity between you and customer. For example: Try to ask his / her business card and start talking on some of the points related to that, or ask them where they belong to and make similarity according to that. Keep in mind one important thing that" Human being always shares his views or ideas with similar people only".
Then clear them why you are there for? That is made them understand your company profile (products and solutions) in their manner only. Think twice while pitching the products and solutions as you need to modify them accordingly to the customer's attitude and behavior.
It is important to start a sales call effectively so as to make the best out of it. If these steps are followed and applied in different sales calls according to the customers mindset then the call will help you to solve your other process of sales.
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