SSP 003: 5 Must Do’s For The First Sales Call


You’ve got to the office, had a cup of coffee and breakfast burrito, logged into all your systems, checked your voicemails and emails, now it’s time to go to work, it’s time to blitz, it’s time to uncover some new opportunity prospects,,,what do you do, what’s the next step?



  • Remove all distractions….. Be focused, prepared and ready to actively listen.
  • Be mindful of the DM’s time.

  • Explain your role.

  • Create a pressure-less space……Give them the space to respond however they want.

  • Have an agenda….. Know what you’re gonna say and leave space for the decision makers agenda.

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**The Real M.Mason**

A Sales Professional since 2000 but didn’t begin to see success till after 2007 when I declared, decreed, and claimed I would become an Elite Sales Professional and put all my energy and effort into that goal. Upon completion which included lots of trial, error and failure as well as patience, maturity and success I felt driven to share my journey with others and in 2013 joined the Learning & Development Team as a sales trainer for AT&T.

**Questions I’m Still Answering**

**Wheres the Energy, Enthusiasm and Sense of Urgency in sales reps?**

**Why do sales reps settle for mediocrity and complain instead of striving for excellence?**

**Why do we insist on using the same old worn out methods from times past instead of upgrading to strategies that fit the context of todays customer and marketplace?**

*How I Nerd Out*
I nerd out on text books, audio books, podcasts, inspirational/motivation speaking; pretty much anything related to growth and development.

*Things I Cant Live Without*
My iPhone, iPad, MacBook, headphones, Evernote, 15 minutes of meditation a day.

*People I Can’t Live Without*
My wife Michele, daughter Jayla and son Ashton.

*Key Contributors*
Grandfather who taught me the fundamentals of life. Basketball which taught me the importance of practice, repetition, and teamwork and a long list of authors that helped fill in the gaps.

*What Drives Me*
Doing everything I put my hands on with excellence. Motivating, encouraging, inspiring others to find and express the greatness that’s already within them. Mastery.