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In my last blog post, I shared the play-by-play of a bad sales call that I was on the receiving end of.

Here are 4 things that the sales person could have done in order to have had a more successful sales call:
  1. Pre-call research: Starting off with “I’d like to speak with the owner” is a dead give away that you are an unprepared sales person. Gatekeepers will eat your lunch. How hard is it to find out the owners name of a small business before you pick up the phone? Last time I checked, my home page has a video that says: “Hi, I’m Michael Pedone…President and CEO of SalesBuzz.com”
  2. Poor Opening Value Statement: You have 15 seconds or less to pique a prospects interest before they decide to continue or end the sales call. And they are only concerned about their needs and only wish to speak to salespeople who can help them get what they want.
  3. Wrong Objective: Trying to falsely build rapport or get me to talk about something that has no bearing on the conversation is so 1970’s…
  4. Weak Engagement Question: Most prospect already have a solution so they probably aren’t sitting around asking themselves “how can we solve this problem” when you call. Asking an effective “engagement” or “entrance point” question that places your prospects attention on a specific pain or problem they have because of their solution can yield a much higher chance of getting the conversation going in the right direction.


Michael Pedone – CSS: Chief Sales Scientist at SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)

8-Week Phone Skills Improvement Course

Description: For outbound phone sales teams who want to learn something they don’t already know!
Starting Date: Tuesday, May 3, 2011 (Runs Each Tuesday for 8 Weeks)
Starting time: 1:00 pm, Eastern Daylight Time
Duration: 1 hour per session (8 sessions total)
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
Fee: Request Quote