How often do sales calls get interrupted? An important call has to be taken, time is cut short for an impromptu appointment, or the prospect simply isn’t there. These are all common interruptions to a sales call that typically get salespeople upset. Salespeople have every right to get upset and should put the blame squarely where it belongs- on themselves. These problems are almost always the salesperson’s fault because their job is to drive the sales process. If the sales process gets stalled in any of these ways, the salesperson was behind the wheel directing the process to that interruption. Having a strong initial understanding with clients and prospects will help to ensure that sales calls aren’t interrupted.

Inevitably, salespeople claim that these interruptions are not their fault. The prospect is the one that is interrupting by bringing in outside distractions or not being present. While that’s true, here’s the reality of the situation - the salesperson always allows them to, even when they shouldn’t. No question, all of these interruptions are irritating and in most cases show a general lack of respect for the salesperson. Their time and effort are completely disregarded. It’s a good behavior for salespeople to let prospects know their time is valuable and enforce it if necessary.

There are two ways to ensure you don’t have to blame yourself for letting a prospect interrupt a sales call.

1. The first and easiest is to explain to them that interruptions are unacceptable and get upfront agreement that they will respect your time together and not allow an interruption. Prospects will almost always agree and keep their end of the bargain. They didn’t realize that it was disrespectful and will adhere to your outline after you explain that interruptions will be a nuisance and a waste of valuable sales call time.

2. The second tactic comes into play for those prospects that don’t keep their word, it’s time to remind them of the agreement. If they still persist on an interruption, beat them to the punch and terminate the sales call. They probably aren’t going to buy anyway if they have so little respect, and even if they do buy from you they aren’t going to become a respectful client and probably aren’t worth the effort.

In either scenario you’ve avoided interruptions. You either agree that they won’t happen and they don’t, or you make that agreement and end the call on your terms because the prospect couldn’t uphold their end of the agreement.

Remember, good salespeople meet prospects on a level playing field, your time is valuable and if a prospect doesn’t respect that by avoiding interruptions during a sales call then they won’t get the benefit of your expertise or your product or service.

© Sandler Systems, Inc. All rights reserved.

Missed Any Sales Tips? Visit my Archive