Controlling The Sales Call

For at least the last 14 years I’ve been studying sales reps who’ve called on me. I like to see if they can get control of the sales call or if I can run over them like a runaway locomotive.

I’ve never told anybody about my little study, so let’s keep it between just you and I. Okay ?

Sometimes, I’m sure, the sales rep must have thought I was a bit odd or just plain nuts, because I’d make offhand comments that had nothing to do with anything we’d ever spoken about.

Some were completely put off their track and lost their focus. Roasted and toasted. Others just uttered one of those maniacal giggles and kept reciting their script. Yet others never noticed because all they cared about was themselves and their product. It didn’t really matter to them if I was paying attention or really needed their service or product, just that I said yes.

I’ve come to the conclusion that approximately 9 out of 10, maybe even more, sales rep can’t or don’t control the sales call and don’t have any idea as to how to keep from being at my mercy. Lucky for them I’m such a kind and sensitive guy. NOT !

You may be thinking that I’ve made a rather general, blanket indictment of sales reps. If so, feel free to conduct your own study over the next few weeks or months and report back. I’d love to interview some of you on this subject, so feel free to use the Contact Form to let me know what you think about this post.

I’d be remiss if I didn’t at least try to help you, as a sales rep, find a way to fight thru and win control of the sales call, so I’ve got three tips for you:

1) Go Silent

Not saying anything can be more powerful than actually talking. If your customers mind wanders, give him/her a few seconds. Then try to get control by asking a questions, such as, ” Were you thinking of a circumstance where this solution would really work well for you ? “, or something along that line.

2) Quote ‘em

Nothing’s as sweet as our own name and our own words, so use ‘em to gain control. For instance, saying, ” Hey Larry, a minute ago you said blah, blah, blah and that hit my That Sounds Good button. “ Then let them expand on that while you get ready to use what they say as ammo. When they hear their name and hear that what they said sounded good, their mind won’t wander very far.

3) Take Action

Something as simple as handing your client a sample of the product, a brochure or a CD can put you back in control and bring back a wandering mind. You can also use other physical actions, such as staring at an object, gesture with your hands or moving your head or feet around.

If your interviewee has a wandering mind and you’ve waited 2 months for the chance to talk, you can’t risk not knowing how to get their attention back and stay in control of the process, so remember these tips and you’ll have a better chance of completing your mission.

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