In sales we are usually an optimistic, positive bunch. We like to look on the bright side, and if we didn’t then we probably wouldn’t follow up any “cool” leads, make as many calls or try and break new markets. However, we also bounce back well from a “no” and a meeting that didn’t go so well.

Post-meeting critique
But bouncing back often means we sweep the meeting aside to crack on with the next - whereas we can use it to learn and improve. I’ve rarely met a salesperson that evaluates each meeting afterwards and it can be a helpful habit to get into.

It doesn’t need to be a long process, and in speed-networking events or calling campaigns you won’t have time to go into too much detail but glance over the checklist below as you go. Not only will this improve your technique and develop you as a salesperson, it should make each meeting progressively better, giving you improved sales performance.

Take the sporting world as an example. Top athletes and teams record games and watch them back. They are not doing this to be critical, they are watching to learn, to improve. This is a very useful practice. In fact, I would highly recommend you video yourself on a call or record your own voicemail message. Listen back to it and see how you sound. What tone were you aiming for? Does that vary with different types of client, or prospects at different stages of the pipeline? Are you clear? Are you saying your name and company at the start of the call or meeting? And making sure they know your name at the end? Are you actively listening with nods (verbal nods if it’s on the phone) and mirroring their pace, tone, vocabulary? Does your voicemail sound well-rehearsed? Could it sound better, more personal, warmer?
Would you want to return the call or buy from this person?

The remaining 72% of the article is available for logged-in service users.

If you have an active subscription, go to login. If you are not yet our Reader, please choose the best SUBSCRIPTION VALUE..

Log in Order a subscription Buy this article

Możesz też zobaczyć ten artykuł i wiele innych w naszym portalu Sprzedaz 24. Wystarczy, że klikniesz tutaj.

Favorites Print

Also check

Open access no. 14/2021

Whom should I sell to first?

Whom should I sell to first?
  • How can you choose the most promising clients?
  • Where to look for new customers?
  • Why should you prioritise your regular clients?
Read more

Project management methods for a sales manager (Part 1. Waterfall)

Project management methods for a sales manager (Part 1. Waterfall)
  • What exactly is project management?
  • When does an organised, project-oriented approach become essential for a sales team?
  • What project management tools may be useful for the sales department?
  • When closing a meeting, how do I make sure that everyone feels motivated and understands what they’re supposed to do?
Read more

Go to

Partners

Advertisement

Privacy cookies

By Further active use of the Website (viewing content, closing the message, clicking links on the page) without changing the privacy settings, you agree to the processing of personal data by EXPLANATOR and partners in order to provide services in accordance with Privacy policy. You can specify the conditions for storage or access to cookies in your browser.

Service Purpose of use Enabled
Cookies necessary for the website to function You cannot disable these cookies, as they are essential for the website to function properly. These cookies also store the cookie settings you have defined. YES
Analytics cookies Cookies that make it possible to collect information about the way a user uses a website in order to optimise its functioning and adjust it to the user's expectations. Information collected by these files do not identify any particular user.
Marketing cookies Cookies that enable us to show you marketing content tailored to your preferences, and to notify you of marketing offers that match your interests, including information about the products and services of the site administrator and third parties. If you choose to delete or disable these cookies, advertisements will still be displayed, but they may not be relevant to you.