Never “Ever” Go Blind into a Sales Call

by PAUL CHERRY one comment January 17, 2018 modified on: July 2, 2018

You’ve finally got the attention of that prospect you’ve been chasing. You can’t believe it. After the 12th attempt, they answered the phone and, whoa, they agreed to an appointment to meet with you!

However, as tempting as it may be to get off the phone before they change their mind — stop. Don’t make that silly assumption. You’ve got to plan your call. Never “ever” go in blind to a sales call. Here’s a key question to ask your prospect once they agreed to meet with you…

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One response to “Never “Ever” Go Blind into a Sales Call”

Bill Cramson says:

January 17, 2018 at 5:22 pm

Paul how did you know? That’s been my biggest fault, afraid to have some dialogue on the phone before I meet with them. I can’t tell you how many times I end up “showing up and throwing up” because I didn’t ask that question.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

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Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

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Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).