Starting with small talk about the weather is an absolute no-no when it comes to sales calls. The first five minutes of the call sets the tone for the entire relationship with a new prospect. It can make or break the deal so, right within those first 5 minutes of the call, a good sales rep will address the four following points:
According to Dave Mattson, CEO of Sandler Training, it is important not only to explain the purpose of the call but also to understand what the prospect aims at unltimately from this call. At the same time, the sales rep can also ensure that none of the topics that he will bring up eventually will turn out as a bad surprise for the prospect. Moreover, it enables both parties to envisage the outcome of the call.