There are three reasons why a sales person makes a sales call.

  1. Intro – ‘Hi I’m the new guy looking after you.’
  2. Info – ‘Hi, this is the information you asked for.’
  3. Sell – ‘Hi, this is the widget you need. It costs $10.’

In reality most calls are a mixture of all three. After all, you’re not going to knock back a sale when just scouting for information.

So why do you need to know this?

So you know when the sales call is over.

People who outstay their welcome are rarely appreciated. If you’re leaving simply because the allotted 30 minutes is up, you wont be welcomed back.

This is an edited extract from my new book “Better Positioning Deeper Conversations More Sales”, ​Due out May 2016. To find out more and register for pre-release information click here