In the world of sales, there are two types of calls, and you need be ready for both to close a deal
The business of sales can be quite unpredictable. You can have a well-planned presentation for a client, but halfway through it the client can derail you with questions and requests about topics you weren’t prepared to talk about.
So, what happens now? You’re left with no choice but to follow the client’s lead.
Situations like this are common in the sales world. So, you need to be prepared for anything heading into a call. You need to understand that there are two types of calls: sales rep driven and client driven.
The former is when sales reps meet with clients to discuss details according to the script, while the latter is when clients lead the discussion by firing questions and prodding information.
Why is it important to understand both types of calls? Well, when you create a cycle plan (for more information, please refer to my post about cycle plans), you are essentially organizing a list of products that reps need to detail during every sales call.
If a call ends up being client driven, it doesn’t necessarily mean that the rep failed. It is important to remember that cycle plans are only guides and not plans that are meant to be religiously followed.
When a client wants to know about other products, the right reaction is to answer them as accurately as possible—it indicates that they are interested in products that the rep is selling.
For the part of the manager, you need to remember that sales reps tend to deviate from the set cycle plans in the interest of selling more products (this is the case for client driven calls).
Remember, however, that deviating from the set cycle plan is only good when it is client driven. When a sales rep does this in his/her volition, it could compromise the sale.