What is the Purpose of your Call?

What is the purpose of your call with a prospect? Is it to sell your product or services?

Many salespeople make the mistake of trying to sell their product or services once they get the prospect on the phone. After all, it may have taken the salesperson weeks just to get the prospect directly on the phone. Resist the urge to give the prospect everything you have on the first call. The call is not about pitching all of your features and details; it is about asking questions to qualify the prospect and generating interest. Once you've done that, you can move on to the next step. And it's not selling your product or service.

Depending on your product or service, the next step is to ask for a meeting. The prospect is interested, wants to know more, but chances are he doesn't have thirty minutes to an hour to speak with you that moment, especially if he's very senior since he wasn't expecting your call to begin with. Trying to sell at this point would be counterproductive. Asking for the meeting takes the pressure off of both the salesperson and the prospect; he knows you're not 'going for the sell' right then and there, and you know there's some interest. Based on your conversation with him and the questions you've asked, you'll have enough information to be prepared for the live meeting or a follow up phone call.

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