What do I do after every sales call??

I have been making calls everyday to sell our product/service to prospects in various business verticals. Each time I talk to a prospect - there has always been something new I learn about their business and how they roll. Since the day I started dialing, Every phone call I have made has had an impact on my discipline and practice on the phone. what about you, eh?? [:)] Talk about Discipline & Best Practices, who wouldn't wanna sharpen their skills to shorten the sales cycle, achieve your objective of the phone call, Improve your performance, and add value to your time?? I know I want to...All the time!

Now, Lot of sales professional are not aware where they lack. Well me too! But Hey, Where else could be a better place to start doing our homework?? 

How about right after you've hang-up the phone?

Just so that we have a correct understanding! There are 3 types of analysis, where you get opportunities to be prepared and do it right.

1. Pre-Call Analysis : is a detailed, step-by-step process that involves research and analysis, and can help a salesperson reduce call time and achieve better results. (i.e, Who's your prospect? What do they do? What do I ask? How do I ask?)  
2.  On-Call Analysis : Determine, If the prospect is viable. (who wants to talk to a tirekicker, anyways??) objection handling comes in as you have an active conversation. Majorly, The focus would be on understanding the needs of the prospect and turning it into a requirement.
3. Post-Call Analysis: Now, this is the section where I am gonna put in some brief points... Yo, Check it out!! [:)]

Firstly, I would take few minutes to regain the momentum and absorb what went well.

Then a little brainstorming!! I ask a few questions to myself.

• How did the call go?
• Did I listen enough?  
• Did I ask enough/all the questions I needed to?  
• Did I uncover a need?
• Did I achieve my objective of the call?
• What went well during the call?
• What did I miss or forget to do? 
• What do I do differently on my next call?   
• Did I set-up a follow-up appointment? 
• Did I articulate the next steps?
• What is the most effective way to follow up with the prospect? When?

The key to uncovering these questions; ALWAYS TAKE NOTES, UPDATE NOTES IN YOUR CRM OR IN YOUR EXCEL OR IN WHATEVER [:P]!!! 

Remember! I want to leave that meeting with clear action items for what is to happen next and who is going to accomplish those objectives. I try to follow up the meeting, with an e-mail thanking the client for the time and a promise list: These are the things that we discussed and these are the things that I am committing to do for you until we speak again. Then when we speak again I have the opportunity to share with the client the promises that we as a company kept. This established credibility and trust, Every time you keep a promise your stock goes up, even if the promise is as simple as I am going to confirm pricing, or get product information or a case study back to the prospect.

Most importantly, Maintain a positive attitude and always be willing to learn.
Go get some sales, people!!!

Cheerio,
Muzammil Ahmed