What is good sales call etiquette?

It's funny isn't it? Just how the simple things all add up when wanting to come over most professional as a top flight sales person!

Consider some simple tips to help you become even more professional when out in the field. Some of them are obvious perhaps, nevertheless it is all about creating the right impression - and we only get one chance to do this, right?

Make a telephone call the day before your meeting to confirm the appointment (for the following day). You may take a risk that they cancel, but we believe the benefits of this are manyfold:

o    How many times have we turned up to a meeting only to find they have forgotten the appointment and they’re not in. Costs?
o    Think about how professional it appears on the receiving end, that you have bothered to make the effort in contacting them!
o    It also gives you an option to reschedule, if for any reason they think they will be a little strapped for time on the day.
o    At the same time, it raises the profile of your visit and the importance of what you have to discuss!

A golden rule of BMD Global, is that when you are in a customers’ reception area, that you always stand up and never sit down. May sound pedantic? But again, it's all about coming over most professionally.

Obvious we know, but make sure your laptop is powered up and ready to present (if indeed it is a presentation). How long does it take on average to load up a new programme? It can seem like ages when you're in front of the customer/prospect and trying to make small talk as you do so!

Dress to minimise risk! No, we're not going to tell you how to wear the best or latest fashions! We do recommend though, no dodgy looking ties or fancy socks! Minimise the risk of someone finding these objectionable!

Always check the time that the prospect/customer has available as you open the meeting.

o    Firstly, so that you know how much time you have to deliver what it is you want to discuss (and can therefore reschedule your objectives as appropriate).
o    Secondly, it's nice to be asked on the receiving end and helps them see how professional you are!
o    Finally, ask what it is that they want to get out of the meeting today? It will help you uncover ‘unanticipated issues’ early on!