Are You Swinging Blind on Sales Calls?


Are You Swinging Blind on Sales Calls?


I was watching my 7-year old son’s baseball game the other day, when a parent came up with a big Nikon camera

[that’s what parents do] and exclaimed “I know why Wes is swinging and missing his first couple of pitches, he’s closing his eyes!” Wow, a breakthrough moment. Now we have something to work on.  I was a decent baseball player growing up, so I could relate to the observation. I always found it easier to hit the ball with my eyes open. In fact, only one thing kept me from playing for the Mets. I wasn’t good enough.

Okay… on to the point.

In B2B sales, inside sales, or whatever, swinging blind gets you nowhere. Period.

The discovery call is everything. Everything. You’ve got to have a good discovery call plan. That means planning what questions you’re going to ask. And that’s driven by the information you need to help. Get this right, and the rest gets easier.

I see so many reps do this badly, and it’s so avoidable.

Here are a few tips that can help.

Research the buyer’s company

Know enough about the buyer’s company to sound intelligent.

The more you know, the better you sound.

Have a strong opening

Open the conversation with strength

  • We’ve scheduled 30 minutes, is that still good for you? [adjust accordingly]
  • I want to answer any questions you have about my company.
  • And I will have some questions about your goals and what you’re trying to accomplish.
  • Please let me know at any time if you think this is not a good fit, because I want to make sure we make the best use of your time. And if we’re not a good fit, I will do the best I can to point you in the right direction.
  • Does that make sense?

Great example of a similar approach is in this blog by Dan Smith:

Walk through the basics

Focus on the challenges and outcomes for the buyers—not on your features.

Ask plenty of good [planned] questions—get the buyers talking about their situation (they love that).

Ask for a follow on discussion, or demonstration, if it makes sense.

Schedule it right then and there, don’t wait for a follow-up phone call or email connection—it might not happen.


Hope you have your best year ever.

Pete McChrystal

By Accent Technologies

17th January 2017