Think about the industry you serve, the markets where you operate and your future customers needs, values and expectations.

See below how important it is to have at least five powerful reasons to call on your customers.

1. The sale was only closed 2 % of the time on the first call with purpose
2. The sale was closed 5 % of the time on the second call with purpose
3. The sale was closed 9 % of the time on the third call with purpose
4. The sale was closed 19 % of the time on the fourth call with purpose
5. The sales was closed a remarkable 81 % of the time on the fifth call with purpose

When you understand this crucial concept, you will, be amazed at how you can keep deals alive and moving through your sales funnel.

Example:

Let me use my business, as an example.

We have the following reasons or purposes, for calling on our prospects or future customers

1. Discovery meeting – during this meeting we probe and discover as much useful info as possible. Info that will help us to tailor our proposal, for each customers unique needs, values and expectations
2. First Proposal Meeting – we deliver a tailored proposal, in which we recommend holding a mind storming session.
3. Mind Storming session – this is a golden opportunity for me to invest a day with my future customer on a complimentary basis. During the time we invest together, I have a whole lot of time to really get to know their business and the challenges they are experiencing. It is also an opportunity for my future customer, to evaluate me and see if my organisation, is a fit for their needs.
4. Second proposal meeting – during this meeting, I highlight the tailored sales empowerment solution, we will deploy to support their sales team to optimise their perfromance and results
5. Out of office meeting and inspirational talk – we invite our future customers, to come to the boardroom at our offices, for an out of office sales meeting. During this meeting, I deliver an empowering Motivational sales talk.

I am sure that you get the idea:

Using the above example, as a guideline, please describe your five empowering reasons that you are going to use, when calling on your prospects.

What are the five “Compelling Reasons” for calling on your future customers.

Please list your reasons below: