Remote Sales Calls
Preparing Before the Call
Preparing for your remote sales call will lead to success in making the deal. Andy Snook, Founder of Greater Des Moines (DSM) startup Fastpath, offers tips on how to prepare.
Familiarize Yourself with the Client
By researching your client prior to the call, you will better understand your client’s requirements. Learn what you can from LinkedIn and other sites online. Find out where the company is located. What are their recent successes? Who is it you’ll be speaking to and what is their background?
Understand Client Requirements
They want to fix their problem. Don’t waste time on a demo focusing on selling. Know your client’s requirements and what specifically your product or service can help them.
Know Your End Goal
Each call should drive towards something. Are you hoping to find possible issues that your product or service could help solve? Or are your ready to close a deal and ask for the order?
When using new tools, and even familiar technology, know your stuff. You have one chance to make a first impression. If you’re on the road and say you can perform a demo from your hotel, make sure the hotel allows for that. Having a contingency plan ensures that if you run into issues, you’re prepared. Andy suggests if you’re doing international sales that you should understand how to dial internationally from your cell phone, a hotel phone, etc. Test whatever technology you are using and then be proficient with the tools you are using. Know support numbers, or even better, how to troubleshoot. Even if it’s not your program, knowing the programs you’re using will reflect better on you.
Executing the Remote Sales Call
Communication is key when it comes to executing a successful remote sales call. Andy highlights tips for execution:
- Be on time. Online meetings should be approached the same way as meetings that are on site.
- Make introductions. Understand who you’re talking to and make things personal. Just because you’re not on site, doesn’t mean you don’t need to build a rapport with the customer.
- Keep discussion interactive. Andy says not to fall in love with the sound of your own voice. Ask for questions frequently so you are always coming back to finding the customer’s solution, not training them on your service or product.