Qualifying Calls

What can you do to improve sales now?

There are so many ways to improve sales that one can easily spend all day just thinking about it. I’ve never won a new client by just thinking about it. In the real world, sales just take a little bit of doing.

One of the absolute best sales tools for creating business is called “Getting off your ARSE!” – a very simple concept and all it calls for is work. A better way to look at this is to think of work as Making Money!

If someone asks you what you are doing this week, don’t say, “You know, same old same old, going to work, blah, blah, blah.” No. Look her in the eye and say I’m going to make a ton of money this week and donate 20% to XYZ charity. She’ll laugh. You won’t. She’ll look at you funny and then say, “What do you mean?”

What you mean is that as a salesperson, every day we go out and make things happen with people so that we can help them use our stuff. We do this by adding value to the markets we serve. The markets we serve are the ones we get out in front of everyday.

So when you are just thinking, you are not out in front of anyone. When you are working, you probably do not have the right mindset to be out in front of anyone. To win in sales, you need to get in motion — not some crazy running around with pom-poms waving in the air thing. You need to work in organized chaos. Always flex to the day, yet keep contact flow and rhythm to your selling process.

One area to gain proper control is Qualifying Calls. ‘Old school’ people call these Cold Calls. Why they tag such a horrible name onto something so wonderful is beyond me. Why not just call these calls Getting Kicked in the Face? With a name like Cold Calls, I think I would prefer to spend a morning doing Kicked in the Face calls. Somehow, I might feel a like I was doing some meaningful work. A meeting with a sales manager might sound like this:

“Team, today we are going to start out with 100 Kicked in the Face Calls. We know things are going to get bloody. Understand that we are in this together. Now let’s get out there and get our face kicked in.”

Qualifying calls are like Cold Calls but nothing like them. Yes, we use a phone.  No, we do NOT badger people and run our heads against a brick wall with a bunch of selling crap.

A Qualifying Call uses simple human decency to interact with the people we dial. Common courtesy is something everyone claims to want in human interaction, yet so few people actually understand what it means to properly do this in day-to-day life.

In Qualifying Calls, we use simple questions to gain access to conversations in which both parties get to decide if a next step is in order. When done properly, you will gain the following:

  • Sales Leads
  • Partner leads
  • Cleaned up data base
  • Referrals
  • A wonderful marketing list
  • Respect from prospects

If you want to learn more about using Qualifying Calls, please send me an email. If enough people are interested I will be happy to host a webinar on the subject.


Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s

%d bloggers like this: