The Last Call Of The Day – Why It Is So Important

Written by Sean McPheat | Linkedin thumb

smartphone 3D illustrationWhat’s the best part of the day for you? Be honest!

Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on important things’.

Others will say ‘the time when I pack up and go home to the people who are most important to me’ and that is, for many, the real reason why they do what they do.

Whatever the answer, you have to believe you made the right decision to come into sales in the first place and your clients have better businesses and greater profits, plus clearer futures simply because you are there.

Attitudes are key to how well you perform in sales. You don’t need me to reiterate that fact. And our attitude can be affected very much by our state of mind. So let me ask you…How do you feel at the end of the day when it’s time to think about packing up and finishing? Do you have the energy to do just one more call? Make one more contact? See one more prospect?

The reason why I ask this is, if you decide to do just one more, and you treat it in a relaxed but confident way, it can prove to be the best part of the day for you.

You know you’ll be finished after this conversation, so it will help you relax and be yourself. It also opens up an opportunity for you to be on the same wavelength as the prospect. It can actually make it easier for you to make contact and plan for the next appointment.

It can go something like this. “Oh, hi, Mr Prospect, I know it’s late in the day and we’re probably both getting ready to wrap up, but I have something of real value that I really wanted to share with you. I know your company are looking to expand soon, so can I send something across to you that will help in that regard? Thanks! The information will be in your inbox when you get in tomorrow, and I’ll give you a call to discuss it further.”

This enables you to get hold of the client, quickly build value and get permission to contact them again.

Remember, if you did this every working day, that’s 20 more calls every month, over 200 in a year.

Imagine if you had this relaxed attitude for each of those 200 calls! What results could you muster?

Make the last call of the day the one you really look forward to. Make it a call the client remembers too, and you’ll have a good journey home, a great evening and a new opportunity you might have otherwise missed out on.

Happy Selling!


Sean McPheat

Sean McPheat
Managing Director
MTD Sales Training | Image courtesy of Stuart Miles at

450 sales questions free report

Originally published: 18 December, 2013

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