Objective-Oriented Calls

 Objective-Oriented Calls

Most salespeople are primarily focused on closing a sale, regardless of the prospect's objective for the meeting. Unfortunately, during the first visit, if the prospect perceives the salesperson as pushy, they tend to hold back on the decision to engage further. Here are some practical approaches to converting a prospect into a potential buyer, keeping in mind that we are discussing a B2B scenario.

Understanding Objective-Oriented Calls

Not every sales call results in a sale; therefore, each call should have a specific objective. Meeting this objective effectively can lead to a sale.

First Call - Trust-Building

When we meet a prospect for the first time, we should view this call as an opportunity to build trust. Our entire conversation should focus on establishing this trust. Key aspects of winning trust include clear communication, demonstrating our organization’s competency, showcasing our integrity, and being compassionate about the prospect's challenges. Once the prospect senses our genuine intention and concern for solving their problems, the first layer of trust is established.

Second Call - Proposing a Solution

Before we meet the prospect for our second visit, we should thoroughly understand their stated problems and challenges. We need to build a solution tailored to their needs and ensure we meet the prospect on the agreed date. Even though we aren’t in front of them yet, the prospect is assessing our ability to keep commitments, which is vital for building trust. During the meeting, we should present our solution while showing our competency. We should encourage the prospect to share their thoughts and be willing to incorporate any desired changes. At this stage, we should avoid pushing for a sale and instead allow the prospect time to process our proposal, assuring them that we are there to work based on their needs.

Sometimes, prospects may say they will get back to us. We should always seek permission for follow-up, ensuring it doesn’t feel like a hindrance to the prospect.

 

Third Call - Follow-Up

In this phase, even if we don’t meet the prospect in person, staying connected and demonstrating our consistency in wanting to serve them are two qualities that enhance trust. This connection provides us with opportunities to negotiate and ultimately close the sale.

Fourth Call - Negotiate and Close

At this point, the salesperson should be fully prepared to negotiate with a Win-Win mindset, allowing the prospect room to express their concerns. If it seems worthwhile to proceed with the deal, close it. However, if the deal doesn’t seem viable due to factors such as pricing, it’s essential to lay the groundwork for a future relationship.

Fifth Call - Payment and Relationship Building

Send a thank-you email after agreeing on pricing and terms, asking for the purchase order. Once the order and agreed-upon payment are received, attend to the client’s needs and express your gratitude. If the order doesn’t go through, it’s still beneficial to maintain a connection for future opportunities. If the order is confirmed and ongoing, nurture the relationship to facilitate potential cross-sells and upsells.

Final Thought

Remember, every call should be objective-oriented, and each discussion should lead to trust-building. This approach eliminates the fear of being sold to and enables prospects to experience the pleasure of making a purchase. They will stop viewing us as pushy salespeople and instead see us as consultants or well-wishers, considering us selfless individuals worth building a relationship with.

M.L.Narendra Kumar