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3 Objectives in a Sales Call

3 min read
May 31, 2013

As a sales professional, it’s your job to perfect the call and capitalize on as many opportunities as possible. You don’t want to waste a prospect’s time, but you want to portray your value. So what’s the best way to achieve both of these goals?

Break it down. Create goals within a call and tailor those goals specific to each prospective client. Going in with an idea of how a conversation should go will help you know whether or not you are successfully communicating your ideas. Here are three objectives we like to use, from Salesloft CEO, Kyle Porter:

In case you’re in a hurry, here’s a quick overview:

1. Remove complexity – Keep it simple. Make their next step easy and readily available.

2. Inspire desire – Don’t dilute your value. Show the buyer exactly how important your solution is to them.

3. Create urgency – Communicate why your prospect should take the next step. Even better, make it irresistible for them not to.

Remember to stick to your objectives in order to best communicate your value. Be concise, yet engaging. It’s a fine line, but practice makes perfect.

If you have any sales call objectives of your own, we’d love for you to share.

Transcript:
Hey everybody. Kyle Porter here from Salesloft, and we’re doing a whiteboard video to talk about your top three objectives in a sales call.
You see, the truly great salespeople, the ones that get the job done regardless of circumstances, it’s never just luck that does that for them. These are the sales professionals that understand the emotional connection with their buyer. They understand that buyers make decisions on emotion and justify it with logic. Here are the top three things you need to think about as you go on a sales call.

The first is you have to remove complexity. Buyers’ lives are full of work, and they’re just super busy. The minute you start selling into a buying scenario, you’re introducing complexity to your buyer. You have to remove it. You have to make steps simple. You have to make the next thing that they need to do just a super, easy step in your sales process. That’s number one. Remove complexity.

Number two is to inspire desire. Salespeople, they talk about features, they talk about their product. They need to get into the understanding of how they’re solving the problem for their buyer. They need to help the buyer realize how this will promote their career, make them more successful, make them more desirable in their career, and just really solve problems. Helping them to understand the importance of what your solution will really do for them and to inspire that desire for them to take action is super important.

Number three is to create urgency. On their own, buyers don’t want to take the next step. They depend on the sales professional to help guide them along on what’s next in the process and what their next step should be in order to get things done.

That’s it, just super quick. Three objectives in your sales calls. Hope you use them successfully, and thanks for tuning in.