Selling Techniques, Sales Training Course
On-Call Qualifying, Summary Presentations, Best Price retention, Improve Close Ratio, Follow-Up
Professional Sales Call Sheets

Making the
Perfect Sales Call
John W David

Selling Techniques, Sales Training Course
On-Call Qualifying, Summary Presentations, Best Price retention, 
Improve Close Ratio, Follow-Up
Professional Sales Call Sheets

Over the years, my sales forces and I have picked up business constantly, as a point of pride, ten to fifteen and even twenty-five percentage points higher than at prices our prospects were already paying to our competitors. 

The products were the same. The sales approach was the difference.

Now I know that many of you will tell me that price is a major component of sales. It can be... in some very rare cases. However, it is in a lot fewer cases than you think. 

On our lost business reports, I remember seeing "price reduction". I never saw: "outsold". 

Where price is an issue, most of the time it is because selling was sloppy and didn't follow a simple value equation. 

When an account was lost due to price, it was normally because the value equation was improperly cemented into the customer's psyche. I'm not kidding. 
When a good customer is lost, it is 90% of the time because they failed to see and feel the superior value of what they owned from you. 

This value equation is the professional selling system delivered professionally in a structured sequential system of tightly integrated steps where your prospect can move his / her need, want, or desire from near-none to extreme urgency. 

The extreme urgency is determined by the value equation you have put in place and which only continues to grow after the sale. And, there are techniques in place that ensure that occurrence. 

So, not only is the sale made properly, the account remains loyal much longer.

When you do it right, your prospect will stop you cold and say "How can I get that?" or "what do we do next to get started?'. Price is never an issue. Terms and conditions are never an issue. If you do it right.

That means:

A great sales career is a totally integrated package built on solid success principles.

Currently, what we see mostly in the sales pros who come into the system are sales people who have just about given up. Their careers are in some disarray. They aren't making their sales quotas. Their income just barely covers their expenses. 

A lot of times is is sales management who know that they have to help their sales crews for their sakes besides the needs of the company. And, that's the right sequence. Take care of the team. And, by default, the team takes care of the company.

To the credit of these sales professionals, they know that there is something they just don't know and are smart enough to seek out the right help they need. 

That's the front end of some serious basic understandings.

When a sale is not made on a sales call, the sales pro has actually helped the prospect to being sold on what s/he already has ... even if it is nothing. 

When enough of these calls are made, and sadly, that is the case for over 80% of sales pros, their territory becomes bogged down in a huge and growing number of prospects who know you have nothing to offer. 

These are called dead-in-the-water prospects. When the territory becomes plugged up with enough of them, even at 20%, the territory is considered dead-in-the-water. 

Sales are then made "by gosh and by golly" or by "being in the right place at the right time" when a prospect is desperate for whatever you have. And, that's a horrible way to make a living. 
It also leads to prolonged slumps and burn-out and, ultimately, an unnecessary end of a potentially great career. And, it can even lead to the end of the company.

There is no need for that. ... ever!

Making the Perfect Sales Call is a thirty-five year old system that is battle proven over and over sales call after sales call. 

The course of over 300 pages of advanced psychology explains in detail exactly what and why you must do what you must do in order to work within the mindset of your buyer. 

However, it is not about theory. It is about the street.

Most of the time, sales pros are locked inside their own mindset and fail to appreciate that they are not the buyer and that the buyer has his or her motives for purchasing or... most often... not. As such, the sale is, 98% of the time, lost. And, the territory downward spiral begins. 

What are a few of secret sales tips and pro selling techniques in Making the Perfect Sales Call?

How do we make sure it happens out on the street for our people and for you?

In order to keep ours and your sales professionals constantly aligned and out of the bad habits that they / you would all fall into, we created a simple fill-in-the-blanks type approach not just for our people but for anyone contemplating a sales call. 

For example, we often had people who knew someone of some influence in a prospect's ordering process. When they wanted to make a call, we tweaked the call sheets for them and instructed them how to use them, just as you find in Making the Perfect Sales Call.

They made the call. And, most of the time, these non sales people got the order. You will, too. 

Our Sales Call Sheets in Making the Perfect Sales Call.

That's a little bit of Making the Perfect Sales Call.

There is other stuff in there that, without you knowing the text and without knowing the professionalism of the text wouldn't make much sense to too many people. 

Coming Soon