Ten Questions To Ask When Preparing For A Sales Call

Keith Rosen, CEO of Profit Builders provided AccountingWEB with the some questions to ask before you prepare for a new client sales call.

  1. Is my mind clear of any distractions that could have an adverse effect on my performance? (Externalities: fight with supervisor or spouse, car troubles, income, weather, health, etc.) Do I want to be here?

  2. To what degree has this appointment been confirmed? (Is this person expecting me?)

  3. Do I view my client as a number or as a person to create a mutually beneficial partnership with? Are they someTHING (a quota) or someONE?

  4. Am I familiar with the environment I am in? (Neighborhood, businesses, homes, schools, etc.)

  5. Will my appearance portray a positive impression? (Do I look professional and organized? Am I smiling?)

  6. Am I prepared to educate the client? Do I have the tools and evidence that demonstrate the value of my product/service so the client can easily make an informed buying decision?

  7. Am I familiar with this client’s background? (Did I research the client/business, industry, trends, etc.)

  8. Do I have to make the sale to serve my own agenda, (ex: making money) or am I motivated by enhancing the quality of someone else’s life/business, regardless of whether they buy or not? (Am I making the selling process about me or the client? Clients pick up on hungry salespeople and run.)

  9. Do I have a strategic selling system in place or am I going to “wing it?”

  10. Am I prepared to offer additional value to enhance this client’s life/business that goes beyond what my product/service can provide? Am I a full resource of information? (I.e.: Do I have an established circle of professional contacts that I can refer to this client to meet their additional needs?)

You may also want to check out the AccountingWEB industry profile page before you head out on your next client visit. The profiles are a seven- to fourteen-page targeted Industry Profiles on over 100 industries. These Industry Profiles will help you with everything from Business Valuations to Audits to Sales & Marketing Call Preparation. The profiles are updated quarterly and new selections are being added every month! Check them out today at http://www.accountingweb.com/firstres/index.html.


Keith Rosen is the CEO of Profit Builders. He has taken his years of management, business ownership and coaching experience into the business community where he provides personalized one-on-one and group coaching and corporate training to improve, build and manage your career and your life for optimum success and enjoyment. Keith has been the keynote speaker and executive coach for organizations such as GE, MCI WorldCom and the American Marketing Association. Being a pioneer in the coaching profession, Keith is one of the first to hold the designation of Master Certified Coach and is also a widely published columnist.

Contact information:
E-mail: keithrosen@profitbuilders.com
Web Site: http://www.profitbuilders.com/

You may like these other stories...

From May 20-23, the Association for Accounting Marketing (AAM) held its annual conference. Frequent contributor Sally Glick picked up some ideas that she will be sharing with us in the coming days, as she has done in...
Success, for a practitioner in a busy CPA firm, requires the ability to handle multiple tasks effectively. To get everything done, CPAs typically track their agenda with a "to do" list or other open-item systems to...
Everyone loses clients. You've seen the statistics. Clients and heirs often change accountants, attorneys, and advisors after a death or divorce. That's understandable. What about ongoing relationships when the...

Upcoming CPE Webinars

Jul 16
Hand off work to others with finesse and success. Kristen Rampe, CPA will share how to ensure delegated work is properly handled from start to finish in this content-rich one hour webinar.
Jul 17
This webcast will cover the preparation of the statement of cash flows and focus on accounting and disclosure policies for other important issues described below.
Jul 23
We can’t deny a great divide exists between the expectations and workplace needs of Baby Boomers and Millennials. To create thriving organizational performance, we need to shift the way in which we groom future leaders.
Jul 24
In this presentation Excel expert David Ringstrom, CPA revisits the Excel feature you should be using, but probably aren't. The Table feature offers the ability to both boost the integrity of your spreadsheets, but reduce maintenance as well.