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Sales Essentials 3: What questions should I ask during a sales call?

Sales Essentials 3: What questions should I ask during a sales call?

Every sales call is an opportunity to gather intelligence on the project, the decision makers, and what might give you an edge when it comes to tendering. Pepper your conversation with questions that will inform your sales hunting:

  • What’s the current stage at planning?
  • Is it likely to go to tender and if so what is the timescale?
  • Who might assemble the tender list?
  • What’s the budget value?
  • Is there a QS appointment?  If so – who?
  • We’re interested – when should I call you back on this one?
  • Any other projects that may tender soon?
  • Check their email address and spelling of their name

The information you gather on a sales call will inform your timing, and it will give you key people to call next. The more information you have to hand, the more targeted you can be – and the greater the chance of turning your sales leads into contracts won.

This article was kindly contributed by David Crick, MD of Contractors Marketing Services. You can read more in The Really Useful Guide To Construction Sales or see their construction sales special offers here.

See next Sales Essentials 4: How should I call an architect about a project?

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