Selling can be hard work. The benefits are huge when you win that sale or see an improvement in winning over that challenging client. Often much of the legwork is conducted on your own and you can only share the stories of success afterward. How often would individuals undertake a “self review” after each visit to reflect upon what they did well in the call? – or what they could have done differently? More likely there is only time to write up reports and head to the next meeting while checking emails and taking phone calls.
If there is a chance to call with a colleague, manager or coach then it raises opportunities for development.
Joint calling has great benefits of discussing the “pre-call checks” and then assisting each other during the meeting. What are we trying to achieve? Who will take the lead? What questions have we planned? What commitment are we going to ask for? Who is going to take what role?
The follow-up is just as valuable. What happened in that call? Did you notice what happened when….? Try to spend time reflecting upon the “how” of the meeting and not just the content. Its the skill in managing that sales conversation that makes it a success! Next time… try taking a friend!