My Buyer’s Perspective: Prepare your calls & avoid this fatal faux pas
I recently received a call from an old supplier, who was obviously not prepared for the call.
I started wondering, how many salespeople prospect old clients, without taking 5 minutes to prepare and risk losing an existing customer?
The salesperson started the call by asking for the person in my role previously (who hasn’t been with us for almost 8 years). I’ve worked with this supplier several times since then, and when I called him on it (which is not something I would normally do, but was feeling a little hurt) he said, “Oh no, I should’ve read my notes – I have worked with you before!” {Side note: My personality style is Amiable-Analyzer, so building a relationship and attention to detail is important to me.}
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.