Host: How can I design and deliver a winning sales call?
Sean McArdle: The winning sales call is actually the name of a book I wrote and the winning sales call contains some very important components. The winning sales call, oddly enough does not always mean that you made a sale, but most of the time it means that you met the objectives you had before you started. Sometimes, your objective is just to introduce yourself and your company. You know they are not going to buy on the first sales call.
So, if you do a good job of introducing yourself and your company s features and benefits and you do a good job of finding a way to get back and then ask them to consider trying your company, then that is a winning sales call. But I define a winning sales call by any sales call that occurs by plan on purpose and in the critique afterward says, I got done what I said I have to get done.