If you’re an independent owner operator, you’ll most likely be making sales calls in order to increase your business.

It’s important to develop a sales strategy in order to make successful sales calls. If you want to close deals and make more money then you’ll want to adopt a planning strategy before meeting your prospective client.

First, begin by building a list of potential clients. Research those companies that you wish to do business with and make sure they are reputable. Your list should include their company name, address, phone number and a contact person. You’ll then want to start planning to make direct contact with them by phone or in person.

There are some planning steps that you can follow before every sales call to make sure you are ready for a meeting or sales call with a prospective client.

Research the company you wish to call on. Know the basics of their operation and be sure to visit their website. Be familiar with their current business situation. Ask yourself… how can I add value today and in the future for this prospect? Knowing this information demonstrates to your prospect that you took the time to learn about their company and how you can best serve them. You also stand out as a professional and can even stand out among your “sales” competition.

Also do some research on the person you’ll be meeting with. If this is a “big” opportunity then you’ll want to get some knowledge on this individual personally. Maybe find out what position they hold in the company, how long they’ve worked for this business or where they attended college. What are their interests or hobbies? Remember, you’re selling to this person, not the company.

Don’t just show up and wing it. Be prepared and anticipate questions and objections. Have a solid knowledge of the issues in their industry and know who their competitors are.

As a sales person, you’ll want to know your strengths and use them to your advantage to show a prospective client how your strengths can help them to be more successful. Also, know your weaknesses in relation to your competition and be prepared in advance to diminish them or turn them around into a positive attribute.

Preparation and planning will save you time and enable you to answer any “tough” question should they arise. It will definitely be to your advantage to show up prepared for your next sales call.


Comments (2)

Henry Albert

Henry Albert is the owner of Albert Transport, Inc., based in Statesville, NC. Before participating in the "Slice of Life" program, Albert drove a 2001 Freightliner Century Class S/Tâ„¢, and will use his Cascadia for general freight and a dry van trailer. Albert, who has been a trucker since 1983, was recognized by Overdrive as its 2007 Trucker of the Year.

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Sounds like Sales 101 on a cold call! Do the hard work to get the most bang for your time invested.

January 26, 2014 13:22:09 PM

This seems a lot like preparing for a job interview.

January 26, 2014 4:20:42 AM