10mistakesthatkillsalescalls arise roby

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10 Mistakes that Kill Sales Calls

ARISE ROBYARISE TRAINING & RESEARCH CENTER

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Sales Leaders miss or make the number

one sales call at a time.

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Sales Leaders miss or make the number

one sales call at a time.

Yet, they rarely pay attention to each call

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Most Sales Leaders look at each rep’s performance to quota

They also review the

pipeline, but these are too

difficult to control

Sales leaders can control the quality of sales calls every

day. 

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Great single sales call execution will lead to

greater results.

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This post explores 10 common sales call mistakes.

Then we review 4 simple steps sales leaders can implement to

prevent them.

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The sales call coaching tool will help sales leaders ensure their reps are prepared.

Download it to improve sales call performance immediately

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10 Mistakes that Kill Sales Calls

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#1. Show up and throw up

(Inward-Out Approach) Quit talking about how great your product or

company is.

Nobody cares

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They want to know how it will help them.

How will your solution help get them promoted.

Make them more money.

Get them recognized by their boss.

Period.

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Entering a call unprepared still shocks

me.

But 8 out of 10 calls we observe don’t have

completed call plans.

Sales people don’t think they need them.

#2. Poor self-preparation (no call

plan)

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Your sales rep talks a lot, but doesn’t engage the audience. 

The audience loses interest after 5 minutes.

#3. Call is one-sided – Talking head

syndrome

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Multiple people trying to get their point across meeting

leads to little customer interaction.

The customer ends the call because time is up without next steps being discussed.

#4. Overlays/Specialist

s aren’t on the same page as the

sales rep

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We all miss things.  A little coaching and inspection can make

a huge impact on a single call.

#5. Front-line Sales Managers aren’t providing

adequate coaching

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You know you want to move the deal forward.

Is that an objective?

NO

Set clear, measurable objectives for each sales call.

Then self-assess post call.

#6. Objectives for call aren’t clear

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The best sales people ask tough questions. 

They surface fear and risk.  Average sales people talk about product and avoid “awkward”

discussions. 

#7. Topical Conversation

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#8. Sales Rep Happy Ears

The rep thinks every call went great.

They ignore risks, gaps, and pitfalls.

While optimism is a good thing, it has to be balanced

with reality.

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The easiest way to reduce your sales cycle

length is to establish next steps.

Never end a meeting with “I’ll call you next

week to catch up”.

#9. The call ends without steps being

defined

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Sales people that talk product and price are a

dime a dozen.

Great sale people teach the customer

something new.

They bring insight and thought leadership that

isn’t the norm.

#10. Lack of Value

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The best sales teams do something that is very difficult.

They execute on a daily basis.

You either move the deal forward or you don’t.

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1.Track: you have to know what interactions are coming up. 

2. Inspect:CRM: is the deal

progressing?Job Aids: Has the

rep completed a call plan?

3. Ask: Probing questions

to ensure they are prepared

4. Provide: ideas, insights,

content, examples, use cases and best

practices.

How to Prepare your Sales Team for Major Interactions

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Download the Sales Call Coaching Tool

to ensure your sales people are properly prepared

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Learn More

If you don’t have a content management process or need help optimizing your current one, Contact usEmail – robertmariavincent@gmail.comPhone – 091-9894853480

ARISE TRAINING & RESEARCH CENTER