If there is one thing that I have consistently seen over many years working with sales leaders and their teams, it is the lack of preparation for sales calls.

Many sales executives sit in front of either customers or prospective customers and ‘wing it’, often defaulting to speaking about their product or service, or even worse, pricing!! Unfortunately the vast majority have learned this behaviour from their sales managers or dare I say it, senior executives who are wheeled in for the ‘royal visit’. And in the process, the customer is working overtime to stay awake and pay attention – a snore fest!!

With business executives and business owners constantly busy and lacking time, we must search for ways to be more effective in our sales calls, to provide a legitimate reason as to why the customer should prioritise seeing you again, over every other sales executive who knocks on their door. And it doesn’t need to be complicated. In this episode, I share a simple hack that can revolutionise your sales calls, but please do not be fooled by its simplicity.