Opening the sales call

Always start off a sales call by covering three things: 1. Gain a clear understanding of the amount of time the call will take; 2. Make sure the customer knows what the objective of the call is; 3. Relate the reason for the current sales call to the previous sales call you had with the person, or to information you may have sent them.

Connecting the current sales call to something previous gives the customer the comfort of knowing you remember fully everything that may have already occurred. This also gives the customer the comfort of knowing you respect their time and that whatever is decided in this current meeting will be acted upon by you.