Jill Konrath | Selling to Big Companies

Sales Training Tip: Naked Sales Calls Pay Off

My daughter goes to Luther College in Decorah, Iowa. They're famous for two things: an excellent music program and ... (drum roll) ... Coed Naked Soccer. Every year some students manage to sneak a game in despite the administration's warning of dire consequences if they're caught.

What does that have to do with sales? This past week, I talked with two sellers who are having extraordinary success right now. Their business is skyrocketing. Pricing is virtually a non-issue. And all this happened once they started going into sales calls totally, stark-raving naked.

How to Prevent the Most Common Sales Mistake

If you're selling to big companies, it's highly likely that you've succumbed to this most fatal of all sales mistakes. It's not that you meant to, but those darn corporate buyers suck you into making it before you even know what's happening.

You start out the meeting, focused on their business.  Leaning back in your chair with a notepad on your lap and a pencil in hand, you transition as quickly as you can to asking questions.

You ask about their goals, strategic imperatives, trends in the market and the challenges they're facing. 

And before you know it, they set the trap for you.  With a feigned look of genuine interest they say, "So tell me about your product/service" or "I've heard you're using some new, exciting technology."