For each of the following, state whether or not it is a good or bad sales call objective and why.
1. You’re making a call to follow up on a lead from a trade show. Your call objective is to remind the customer about your new line of desk accessories.
2. You’re making a final presentation after months of client meetings. Your call objective is to get the client to sign a purchase order which will make you their sole source supplier.
3. You’re meeting with the purchasing committee and your call objective is to make a presentation about your company and the two product lines that will meet the needs identified during earlier meetings.
4. You’ve had Acme paperweights as a customer for many years. As a matter of fact, they’re your top customer for your premium resin. You’re going to call the manufacturing manager and your call objective is to have the manager introduce you to the new purchasing manager.
5. You’re following up on a referral from your networking club. Your call objective is to introduce yourself and get the referral to agree to a date and time for an appointment.
6. You work for a weight loss center and you’re meeting with a client who has just reached his goal weight. You’re call objective is to point out the benefits of signing up for lifetime membership.
7. Your company is hosting a free seminar on technology in the next decade. Your objective is to let the prospect know the date, time, and place.