Ten Steps for an Opportunity Call
An opportunity call means you are speaking to the right person, the person who can buy.
- Greet your prospect. State your name and the name of your company; give them your card if one has not already been sent to them. Ask for their card. Immediately begin unique neutralization showing your professionalism and friendliness.
- When offered a chair, pick one which is more beside a prospect than opposite them so more with them than against them.
- Look for signs of repulsion or low reception such as clenched fists; tight grip on chair arms; crossed arms; severe facial expressions; pre-occupation with objects; gazing out of window; nervousness; etc.
- Be patient. If the prospect is in the middle of something, sit quietly until they are finished. Offer and even insist to wait until they are ready. Let them get what they are doing off their mind.
- Neutralize by any non-business comment. Being a Canadian we like talking about the weather. Just be social and show enjoyment in being in the prospects presence. Appraise their mood and personality. To be a success, neutralize.
- Be brief. You do not need to socialize for long. Ease into the purpose of the call. You are there to uncover a need so state briefly and generally what you do and get the questioning started.
- Be assertive. It is crucial to be assertive and assume a demonstration. Outline the benefits which will garner understanding and then sales. The demonstration proves the benefits. Demonstrate at every opportunity, even if the prospect says they are familiar with what you do.
- It only take 30-120 seconds. Research has shown that the salesperson has three minutes to make an impression and in some studies 30 seconds.
- Seeing is believing. Create or assume a need, sell the product/service benefits which fulfill this need, anticipate and overcome objections, generate interest, close, close, and close. The quickest way to achieve these goals is through an intelligently presented demonstration. The importance of the demonstration cannot be over-emphasized. As the saying goes ‘seeing is believing’!
- Ask for the Order! Many times I have seen salespeople do a great presentation and not ask for the order. If you have gotten positive response and overcome objections, closing the sale is a natural conclusion to the sales call. If the prospect balks at the close they haven’t been convinced. Find out what is bothering them, overcome the perceived problem and close again.