Sales training ideas – What to carry with you on sales calls and while cold calling.

Every business has certain tools of the trade. For example, to service the banking industry we needed equipment literature, maps of our territory, a to-scale ruler to measure architectural drawings, a tape measure, and lithographs on all our equipment.  

What to have with you on all cold calls and other sales calls 

In addition to the tools of your particular trade, you also need the tools of a salesperson, such as plenty of contracts and other paperwork, an extra pen that works, your computer, a calculator, and other items needed to present your ideas and execute contracts.

If you’re on the road, you also need a map or GPS, some money, credit cards, AAA, and a cell phone. 

Make a list of the items you need to do business, and check it before you start your day. The key is to be prepared for anything.  

In addition to having everything you need for your cold calls, you also need to be able to react to the hot prospect who is ready for the presentation and the sale now. If the prospect asks to see what you have, a comeback such as, “Well, actually, I was only planning to drop off some information today” will kill you. Or, just as bad, “Well, I’d like to do my presentation, but I don’t have my material and contracts with me.” You have to be able to shift gears quickly if a cold call turns into a presentation. If you’re in sales long enough, it will eventually happen. 

Have price sheets, contracts, computer demos, and other presentation support materials in your car in case you need them. Also, make sure you look your best and have your best sales lines ready. 

In addition to the above, make sure you’re prepared for situations you may run into if you are out on the road. We mentioned AAA which can be helpful however, you also want to be prepared for inclement weather and just in case you get stuck somewhere for a while. Bring appropriate weather gear and always keep some bottled water and protein or energy bars handy. 

The bottom line: have everything you could possibly need for any selling situation and/or any situation you may run into out on the road. If your presentations require equipment that you don’t typically carry with you, set up a follow-up presentation appointment for the earliest available time, even later that day, if possible. If you’re prepared for anything, your cold calling and sales calls will tend to go much smoother and you’ll be much more relaxed in the process.