Less Than a Minute to Impress Your Buyer - Here Is What To Do


As an inside sales person, you had better be well prepared when you make your initial call.

You have less than a minute to make a good impression and engage your prospect. There are many ways to flub your chances. But here is what we tell our successful inside sales training program participants to do:

  1. Be brief. Briefly introduce yourself and confirm that you are talking to the right person.
  1. Be genuine. If you don’t really care that their day is going well, do not ask.
  1. Be succinct. Get to the point, ask a question that is relevant to their needs and then listen.
  1. Be curious. Follow up with probing questions that will tell you whether or not your solution is a potential fit for their needs.
  1. Be listening. Again, listen. The customer should talk more than you.
  1. Be prepared with answers to any objections they may raise.
  1. Be polite and cheerful. Whatever the result, remain courteous and positive.
And before the call? Practice, practice, practice. Enough so that it feels authentic, natural and effective.