Your First Sales Call

and 7 Things You Must Do

Whenever you have a first sales call scheduled with a new 
sales prospect - treat it like a golden opportunity because it really is.

Because in fact this first sales call, could be a 
golden opportunity for you. What if your new sales 
prospect has the potential to become your largest 

What would the lifetime value of your largest customer 
add up to?

Here are seven things you must do before your first sales 
call with a new sales prospect.

Thing you must do # 1:

Be sure to do your homework and that means making Google 
your first stop. Do a search on the person's name, the 
company name, and the name of their best selling product. 
You might be surprised with the results you get.

You should also go to: 
Google Alerts are email updates of the latest relevant 
Google results (web, news, etc.) based on your choice 
of the name of a person and / or the name of a company.

The more information you have before the first sales call, 
the better the call will be.

Thing you must do # 2:

Now this is a little thing that can have a big impact. 
It can create a powerful first impression for you on 
your first sales call.

Go to an office supply store and buy a dozen red file 
folders. While you're at the store buy Avery product 
#8366 which are white file folder labels. Prepare a 
label with the name of your new sales prospect.

Imagine your prospect's reaction to seeing his name 
on this red file folder. He will immediately consider 

you professional, organized, successful, and different 
from most other salespeople he has experienced in the 

A little thing with a big impact.

Thing you must do # 3:

You must have a written sales call objective for your 
first sales call. Your written objectives for this sales 
call can include: to build rapport, establish credibility, 
to ask 3-5 open-ended questions, to identify one common 
interest you share, and to secure agreement for your 
second meeting.

Your written sales call objectives will scream 
"Professionalism." By contrast most salespeople arrive 
like a tourist just taking in the sights - pity the 
poor sales prospect who must put up with this display 
of mediocrity.

Thing you must do # 4:

To get the ball rolling, building rapport and 
establishing credibility, I suggest you prepare and 
practice 3 - 5 open-ended questions for your first 
sales call with a new sales prospect.

Nothing shows your interest more than the questions you 
ask - so be sure to ask good questions.
You can start with . . . tell me about your business . . . 
what are your responsibilities . . . in addition to you 
who else is involved in making decisions for . . . what 
are the biggest challenges you're facing growing your 

Once again asking these questions will demonstrate your 
interest and professionalism and differentiate you from 
most salespeople.

Thing you must do # 5:

If you enjoy playing the telephone tag game you can 
immediately proceed to # 6. It's absolutely amazing 
how many salespeople neglect to secure the meeting time 
and date for the second meeting.

Once you have qualified your sales prospect as a potential 
customer don't forget and never hesitate to ask for the 
second meeting. Do not attempt improvisation. Prepare and 
practice how you will ask for the second meeting.

Leaving the first sales call without arranging the second 
sales call is just plain stupid.

Thing you must do # 6:

This next thing is especially important if you happen 
to be a serious person. Before you get out of your car 
check your rearview mirror to make sure you're smiling.

Trust me, when you're caught in traffic, running a little 
late, just ended a telephone call with a disgruntled 
customer - please don't think you have a happy face on.

Check your mirror to check your smile before making 
your first sales call.

Thing you must do # 7:

Try this affirmation on for size "This will be my best 
sales call ever to a new sales prospect."

Right after you check to make sure you're smiling saying 
this affirmation fills your mind with positive thoughts 
and words squeezing out any potential negativity.

You may not realize this but you are in complete control 
of your thoughts. And of course you know how you think 
is everything!

There's a huge difference between self-doubt and 
self-confidence and both are controlled by your thoughts.

This affirmation creates the perfect mindset for a very 
successful sales call.

Just try it once and see how much better you feel.

Now you know the 7 things you must do to prepare for 
your first sales call. Believe it or not you now have 
a 7-point system for making sales calls on new prospects.

Use this system to make every sales call better than 
the last one.

Let's go sell something . . .

P.S. - Here's a resource you can use to start selling more everyday.

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