Sales Master Class

5 Secrets of Seeding Future Sales in Your Very First Call to a New Customer

Preparing ahead for every sales call is not just a good practice. It also helps you plant seeds for your future sales success. Here are 5 secrets of preparing for your first call to a new Customer so that you can use it to seed future sales

A Sales Coach Story

“I believe a sales champ should be like a movie star. A one-take wonder. Close on the first call,” said Shiv.

Shiv had just won the Salesperson of the month award and was sharing the good news with his sales coach Ram

Ram smiled. “You know what, Shiv, I still feel the best sales advice I received was this - Go out there to get as many “no-not-now” responses from Customers as possible”

“You must be kidding Sir,” said Shiv

“It is like this Shiv” said Ram “You are lucky if you can close in the first meeting itself. But that’s usually rare. There are other valuable things you can accomplish if you have prepared ahead”

Shiv drummed his fingers on the table “Like?”

“Like planting seeds. Ever tried counting the apples in a seed, Shiv?” said Ram.

What was Ram getting at?

5 Secrets for using your first call for seeding future sales

Got a deal on your first call? Check under your pillow. There may be a lucky charm hiding there. Humour aside, closures on first calls aren’t very common. But a smart sales person can turn a first visit into a gold mine of future opportunities. Here are 5 secrets of to create winning conditions for future sales in your very first sales visit

Here are 5 secrets of to create winning conditions for future sales in your very first sales visit

1. Plan the first visit as part of the total strategy – Study the profile of the new Customer you’re visiting. What is your total strategy to win this Customer? Identify ways in which you can adapt your first sales visit to this total strategy. What specific actions do you need to take? What do you need to avoid?
2. “Don’t take a ‘no’ from someone who cannot say ‘yes’” – This widely quoted wisdom of sales veterans simply means that you should aim to reach the highest possible contact level at the customer. Only that can open up maximum opportunities. Resolve to reach the level where decisions are made
3. Avoid the push for a hard close - Customers can see a hard close from a mile away. Do not to push the Customer too hard in initial visits. That could blow away the chances of future contacts. Instead, leave some ideas and suggestions that add immediate value to stay on top of the Customer’s mind
4. Value Customer time and let him know that you do - Do not use time with the Customer on gathering information that you could get beforehand. Go fully prepped for your sales talk in first visit. Your preparedness lets the Customer know that you value his time. That will make him inclined to give you more meeting opportunities
5. Aim to end the first visit with a concrete acceptance on clearly identified next steps - Make sure the first visit closes with a concrete acceptance about what should be done after the sales talk

These simple and easy to apply strategies can create winning conditions for future sales. You now know why Ram the sales coach in our story continues to believe that going out and getting as many ‘no-not-now’ responses as possible is in fact a good idea.

Ram’s apple metaphor describes it best. It is years before an apple tree offers fruits. So too, in sales, you must be prepared to nurture contacts and grow them before you can reap the fruits of your efforts.

Every sales visit can sow the seeds for future sales victories, provided you prepare for it in advance

Which of these 5 strategies would work in your sales context? How can you use them ahead of your next visit to a new Customer?

For more ideas on effective strategies to prepare for a Customer call you can explore the Mercuri Insight document on Creating conditions for future sales vs selling now

For Reflection

Which of these 5 strategies would work in your sales context? How can you use them ahead of your next visit to a new Customer?

For more ideas on effective strategies to prepare for a Customer call you can explore the Mercuri Insight document on Creating conditions for future sales vs selling now

“It wasn't raining when Noah built the ark”
– Anonymous

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