The importance of making a great sales call is measured in the success that you have in developing a relationship with a prospect or making a sale. Whether you’re a seasoned veteran or a rookie salesperson, knowing how to navigate through a sales call is paramount. Here are three simple keys to making every call successful…

1. Be prepared! I know it sounds too simple. Preparation is the first on the list because it is the one thing that most salespeople fail to do, specifically your competition. Go to the company’s web site and find out all that you can about them. Are they public or private? Do they have subsidiaries? What is their mission statement? If you find out what their culture is—what drives them to do business the way that they do—then you’ll know what kind of questions to ask them.
2. Ask questions! “Huh?” you may ask. Yes, stop telling the customer that they need your service, widget, or insight and ask questions instead that lead them to uncovering their need on their own. You should be having a “WOW” moment right about now. The second big mistake your competition is making is talking too much. The more questions you ask, the more you’ll understand your customer’s needs. And if you’re prepared you’ll know what kind of questions to ask.
3. Listen! Ask. Listen. Ask. Listen. If you’re talking, you’re not listening. If you ask the right question the customer will answer and tell you what they need or want. This is key, especially if the customer is going to uncover their need on their own. This may be the most difficult of the three. Many sales professionals think that they are paid to talk. I propose that you should be paid to listen and if you listen then you’ll get paid.

I know that if you apply these 3 keys to making a great sales call you will see results. Chances are if you’re reading this article you’re looking for help. Try it for 30 days and let me know how your month turned out.