| What can salespeople learn from Ben Hur and | | | | prepare some questions. First, be prepared before |
| Mickey Mouse? Both the movie and the cartoon | | | | you meet. Either research the company or talk |
| premiered on November 18th in different years. | | | | with some of your connections about the person. |
| In the debut, the first public appearance or the | | | | This will spare you from taking time to ask low |
| introduction, salespeople hold at least four stars, | | | | calorie questions like, "What is your current |
| four ideas, to better engage their prospects in | | | | revenue?" or "Is this your only location?" It's more |
| making that successful first impression. | | | | effective to research things like this, or save |
| What is your goal on the first call? Depending on | | | | them until the follow-up call. Then, have a few |
| your product or service, most professional | | | | strategic high fat open-ended questions, such as: |
| salespeople make the first call a get to know the | | | | "Tell me about your top two or three challenges." |
| customer call and to get a follow up appointment. | | | | "What do you want that you don't have now?" |
| Notice that the primary emphasis is not simply on | | | | "Oh, you've worked with 'The Other Company' in |
| getting to know you, your product, your service | | | | the past. What did you like about them?" You're |
| or your company. Unless you are selling pens | | | | qualifying and finding a fit during the initial sales call. |
| behind a retail counter or are a retail sales clerk, | | | | How do you end the initial contact? If you want |
| your customer is not going to make the buying | | | | to hear applause similar to that at the end of |
| decision in minutes. What is your goal on the initial | | | | movies like Ben Hur and Mickey Mouse's premier, |
| contact? | | | | your introductory call will balance the questions |
| Do you have a good fit for the prospect? All | | | | with listening - listening to all that you guided your |
| salespeople want to sell! But do you want to sell | | | | prospect to tell you. If they qualify, if there is a |
| everyone? Ben Hur and Mickey Mouse, now | | | | good fit, then you want to ask for a decision, the |
| classics, had a different audience. Not every | | | | next appointment, or make a recommendation |
| customer will be a good fit for you, your | | | | for the prospect if the fit isn't right. |
| company, your product or your service. During an | | | | Movie premiers are all about the movie stars. The |
| initial contact it's a good idea to qualify and find | | | | glitz and glamour is usually focused on the actors. |
| out if this prospect is a good fit for what you're | | | | For an initial sales call to be successful, focus on |
| offering. | | | | your star - the prospect. If you have a goal, do |
| How do you get to know your prospect and | | | | some early research, have some thoughtful |
| determine a good fit? In the movie industry, | | | | questions prepared, and then all along the way |
| screenings and early viewings determine if and | | | | you have built rapport to continue the sales |
| when a movie gets released. In selling, before you | | | | process. Is a four star initial sales call in your |
| get to the initial meeting, do some research and | | | | future? |