The Power of Post Call Reports
Sellers rarely appreciate the power of Post Call Reports, this is often seen as an admin activity that “I’ll get round to”.
This article is written to help you see the power of Post Call reporting and the relevance in todays very changed selling environment.
Let’s think about it for a while about the power of Post Call reports
Do the statistics make sense in this current climate? If I said that according to Rain Group 69% of buyers accept cold calls, now would they?
Has the current world crisis changed this? Even if it has, and cold calling (or prospecting) has become more difficult, has this changed the amount of calls you make?
It shouldn’t because you still need to make those calls. You still need to prospect and you still need to get buyers into your sales pipeline.
You might have changed your target market or only calling warm leads but either way the one thing that hasn’t changed is how we all evaluate those calls.
Even before the current crisis Salesforce stated that 92% of all customer interactions happen over the phone.
Do you reflect on those calls? Do you use those reflections to prepare for the next call? If I asked you where a prospect was in their buying cycle, would you know?
Do you rely on your memory which short-term can only hold up to 7 pieces of information for 20 seconds or have you written those down?
I appreciate I’ve asked a lot of questions but all of which can be answered by using a post-call report with every call you make.
So what results can you expect when using a Post Call report?
Analysis of the conversation
Have you ever finished a conversation and realised you forgot to ask something, but then did the same thing next time with the same prospect?
Post-call reporting gives you the ability to analyse everything you talked about, what you asked, how your prospect replied, and then use that information to create a new pre-call plan.
Next time you’ll remember what to say but also to ask new questions that moves the conversation along.
Analysing the conversation at a later time also allows you to think about different products and services that might work for that prospect that you didn’t think about at the time.
Set yourself key action points:
Most calls involve some kind of follow up, either something in the post or a quick email with more information on.
Maybe your prospect asked for something that you don’t yet have to help them decide and you need time to create it.
If you haven’t got the time to create it the moment you come off the call could you continue to remember exactly what they wanted days later?
Write it down! Use a post-call report and write it down, with key action points for when you’re planning to send it across.
Where they are in their buying cycle:
If you’re new to buying cycles, I want you to think of it a bit like a football league table.
Those at the top are closer to buying and ready to use your product taking their business to the next level.
Those at the bottom probably never will and eventually will go elsewhere or relegate their business to a cheaper or less successful alternative.
If I asked you to tell me where a team was in the table could you remember, could you tell me the points they have and how many they need to reach the top? How far they are away from buying?
A post call report helps you analyse and understand how far they are from buying based on the answers they gave.
You can have a sense of reassurance:
Business owners can be fickle at times, worried about saying no and offending you, or worried about saying yes even when they want the product, they just don’t have enough information and their not sure how to ask.
The onus is on you to figure out what’s said in between the lines and writing this down is key.
Research shows that in a presentation situation, 50% of the information presented will be forgotten within an hour and an average of 70% in 24 hours.
Writing it all down gives you a sense of reassurance for all those points I mentioned above and many more should you begin to forget.
Everything I’ve mention highlights the power of post call reporting. If you want to download my own post call report template please click here.
The Accelerator Programme
All this information and more is explained more thoroughly in my Accelerator course. The course breaks down in 3 key chapters
Currently I’m offering Chapter 1, Sales in Your Business Strategy for free to help business owners and sales professionals navigate their sales not just now but in the near and far future.
To access the free course head over to my website and receive your own unique code. You do not need to sign up to part 2 and 3 to access part 1. Part one alone when implemented as shown will make a difference to your business.
Also don’t forget you can head over to my free Facebook group and join for more great information from myself and others business owners and sales professionals.
You can also grab a copy of my latest book “Funnel Vision, Selling Made Easy” from Amazon either as a digital download or in paperback, and benefit from my vast experience in sales from working at Shell to setting up and running “The Sales Mindset Coach”.
Funnel Vision is something to read during the next few weeks working from home that will help your business mindset moving forwards.