Tag Archive for: sales call

Setting the Stage for a Successful Sales Call

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Have you ever been interrupted at home by an unexpected salesperson ringing your doorbell? You know the type—the kind who shows up unannounced and launches into a pitch before you’ve had a chance to blink. If you’re like most people, it’s not your favorite experience. So, here’s the real question: Why do salespeople do this to their business customers?

Imagine this scenario: Salesperson: “Hi Pat. I was in the area and thought I’d pop in. Do you have a few minutes to talk? I’d love to tell you about…blah, blah, blah.”

We’ve all been on the receiving end of this approach, and often, we nod along, not because we’re interested but because we don’t want to seem rude. Here’s the harsh truth for the salesperson: the prospect isn’t listening. Instead, they’re wondering why they didn’t say they were too busy—and counting the minutes until the conversation ends.

The key to a successful sales call lies in setting the stage. You want to be in front of people who genuinely want to see you, who believe you might help them or their business. This requires more than just showing up—it demands thoughtful preparation and a bit of psychology.

1. Start with Courtesy: Schedule the Call

Common courtesy goes a long way. Instead of showing up unannounced, reach out by phone to schedule a meeting. This approach is not only respectful but also allows you to share a bit about why you want to meet and learn about any specific needs they might have.

Example:
“Hi Pat, it’s Jim. I was wondering if we could find a time to connect. I’d love to hear how things are going and share some insights I think you’ll find valuable.”

Making this initial contact sets the stage. It gives your client time to think about you, your company, and your offerings. It also increases the chances of a productive meeting because both parties come prepared.

2. Follow Up Immediately: Prime Your Prospect

After scheduling the meeting, follow up with an email. Thank them for their time, confirm the date and time, and share relevant information to review beforehand. Here’s where you can tap into a powerful psychological principle: Consistency. When you ask if they’ll review the material and they say “yes,” the chances they will actually do it go up significantly.

Try this:
“Thanks for setting aside time to meet next Tuesday at 2:30 p.m. To get the most out of our conversation, would you take a few minutes to look at the link below?”

Consistency is key because people feel both internal and external pressure to align their actions with their words. When they say they’ll do something, they are more likely to follow through.

3. Prime Them Before the Meeting

The idea of priming (a.k.a. pre-suasion) involves exposing someone to information beforehand to influence how they think and behave later. By sharing information ahead of time, you guide your client’s mindset before you even step into the room.

On the day of the meeting, resend your original email as a gentle reminder. If they haven’t looked at the information yet, this nudge can be just enough to prompt them to do so.

4. Kick Off the Meeting with Empathy

When the meeting begins, thank them again for their time. Before jumping into your presentation, ask what’s on their mind. This not only shows respect but also gives you valuable insight into their needs and concerns.

5. Close the Loop: Send a Follow-Up Email

After the meeting, send a follow-up email. Summarize key points, confirm any agreed-upon actions, and provide clarity if there was any miscommunication. This step not only reinforces your professionalism but also ensures everyone is on the same page moving forward.

Give It a Try—Your Clients Will Thank You

I challenge you to give this approach a shot. Your clients (and potential clients) will appreciate your respect for their time. You’ll also benefit from a more productive meeting, as your prospect will have had multiple opportunities to think about your offer.

Sales isn’t about pushing your product or service—it’s about creating an environment where people want to say “yes.” A little preparation and psychology can go a long way in turning your next sales call into a winning conversation.

Revised and edited with ChatGPT 3/8/25

Brian Ahearn, CMCT®
Chief Influence Officer
influencePEOPLE 
Helping You Learn to Hear “Yes”

The Psychology of the Sales Cycle – Initial Meeting

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Congratulations! Your prospecting efforts have paid off and you’ve set up your first meeting with the prospective client. Now comes the fun part because you’re going to start building relationships, selling and enjoying success.

First impressions matter and your initial contact will determine whether or not you go any further for several reasons:

  • Judging the book by its cover. Growing up we were told never to judge a book by its cover, but we do. Sometimes we do it consciously and sometimes it’s subconscious, but we all do it. Your prospect will do it too so leave nothing to chance. How you dress, act and prepare can make all the difference for that initial impression which happens in less than 30 seconds.
  • Do they want to do business? As you talk, beyond the initial judgment we just touched on, the prospect will be assessing many things as he/she decides whether or not to go forward.
  • Do you want to do business? The prospect isn’t the only one making a decision. Not every prospect is a potential fit for you and you should be assessing whether or not this is an individual or company you can, or want, to do business with.

There are two chief aims of this meeting: build rapport and ask enough questions to assess whether or not you can, or even want to, do business with this potential client.

Sales trainer and author Jeffrey Gitomer is fond of saying, “All things being equal, people prefer to do business with their friends. All things being not so equal, people still prefer to do business with their friends.” This goes to the heart of the principle of liking, which says people prefer to say, “Yes” to those they know and like.

Here’s a great example – ladies’ home parties. Whenever I ask an audience how many ladies have been to Tupperware, Mary Kay or Pampered Chef parties, nearly every female’s hand goes up. I can also tell by their reactions they don’t particularly want to go to those parties so I ask why they go. Inevitably they say, “Because a friend invited me.” They’d have no problem saying “No” to a stranger but when it’s a friend it’s hard to say “No.”

The more you put someone at ease, the more you offer genuine compliments and the more you connect over what you have in common, the more the other person will come to like you. But wait, there’s more! As you employ this strategy you will come to like them too and when they sense you really like them everything changes!

Another way to build rapport is to engage the principle of reciprocity. The reason this builds rapport is twofold. People feel positively towards those who give to them. Secondly, if what you give or share benefits them in some way they feel more positive towards and more indebted to return the favor. That’s effective use of this powerful principle of influence.

Here’s an example. Someone who went through one of my Principles of Persuasion Workshops gave his copy of Influence Science and Practice to a client’s son who was just starting out in business. He was amazed at the look on both of their faces and knew what he’d just done was appreciated and would make a difference in their relationship going forward.

Knowing what to give and what you can connect on or compliment requires some up front leg work. Doing a little research online and talking with people who know the prospect shouldn’t take much time and might be a goldmine of ideas on how to leverage both liking and reciprocity. Again, one major goal of the meeting is to have the opportunity to go to the next step in the sales process so building rapport is a must.

Next time we’ll look at the qualification process where you really begin to understand the prospect, his/her business and needs. Two principles of influence are especially helpful in this phase of the sales cycle.