Every sales call is a two-way interview—but we often review it as if only the seller is assessing.
When I listen to a sales call, I do not only consider whether the salesperson qualified the opportunity.
I also consider how the prospect was probably evaluating the conversation.
Did the questions demonstrate preparation and understanding?
Did the next question build on what the prospect had just said?
Was the salesperson listening, or waiting for an opportunity to present?
Was the solution introduced because it was relevant, or simply because it was time for the pitch?
And did the proposed next step make sense to both sides?
Qualification is not only about collecting information. It also shows the buyer how the salesperson thinks.
I explore this further in the full article: Every Sales Call Is a Two-Way Interview.
Throughout August, I will continue this series every Tuesday and Thursday at 08:15, looking at questions, listening, qualification, pitching, objections, next steps and call reviews.
#SalesCoaching #B2BSales #CallCoaching
