I’ve got a question for you.
Do you have a call plan or are you playing sales scratch off lotto?
Where you scratch to see the winning numbers… then scratch off your portion of the ticket to see if you get a match!
The sales scratch off is when you have; no call purpose (what the prospect or customer will get out of the call), no value proposition, no information to share..
YET expect to have a quality conversation and be found valuable.
It always seems strange to me that salespeople believe they can have a great conversation without defining a purpose – the REASON it is important for the propsect or customer to speak with you. If you haven’t defined the “why this is important” for them, how can you articulate it?
PLUS on the sales side with no defined objective (what you want out of the conversation), how will you ever know if you had a; great, good, ok, mediocure, or falure? It’s like starting to drive without a destination in mind – you could end up anywhere – as well as significantly decreasing the chances of ending up where you want to be.
The typical tie between the purpose and objective is insightful questions – those typically don’t fly off the top of a salesperson’s head – instead they are crafted like fine wine – then refined to continually make them better.
Stop playing sales scratch off lotto – take the time to write out your call plan!
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