Mastering the First Sales Call: A Guide for K-BID Affiliates – Affiliate Knowledge Base

The first conversation with a potential seller can set the tone for the entire auction experience. It’s more than just explaining how an auction works—it’s your opportunity to qualify the seller, establish expectations, and lay the groundwork for a successful event. Whether you're new to the affiliate network or a seasoned pro, sharpening your approach to sales calls will directly impact your profitability, efficiency, and reputation.

Here’s a breakdown of key questions to ask, habits to build, and tips to keep in mind when preparing for and conducting your initial sales call:

✅ Ask the Right Questions Upfront

The goal of your first interaction is to gather clear, actionable information:

Who are the players?
Who is involved in the decision-making process? Who is helping with the sale? Identifying the actual decision-maker is critical to moving forward.
Do they understand the auction process?
Gauge their knowledge of online auctions—how does K-BID differ from eBay or a live auction? Clarify the expectations around buyer removal, timing, and competitive bidding.
What are their expectations?
Ask what they need to get out of the auction. Are they looking to clean out a space? Hit a certain dollar amount? Sell as fast as possible?
What is their timeline?
Is there flexibility, or are you under a hard deadline? A rushed timeline might impact how you structure your marketing and removal schedule.

🛠 How to Prepare Like a Pro

A well-prepared sales call builds instant credibility:

Know your comps.
Research similar items beforehand to have ballpark values ready. This helps you spot unrealistic expectations early and positions you as the expert.
Build your reference library.
Over time, save screenshots, links, and results from past sales. It’s your best tool for showing proof of value.
Bring your materials.
At minimum: business cards, blank contracts, pens, and:
- Auction prep checklist
- Marketing options overview
- Auction timeline sheet
Dress the part.
Professionalism matters. A clean, logoed shirt goes a long way. Don’t walk into a sales meeting straight from a dirty removal. Match your attire to the setting—boots and safety gear for a farm, clean attire for a business office.
Safety gear shows experience.
A well-used hard hat, gloves, and boots project preparedness and credibility—especially when meeting sellers in industrial or construction settings.

💵 Pricing and Quoting Strategy

Not all jobs are created equal. Consider:

Setup complexity and labor
How much time will setup take? How much manpower is needed? Are there heavy items that require equipment or skilled operation?
A la carte options
Offer optional services for extra fees—packing, loading, staffing, etc. If their team can assist with removal or equipment operation, great. If not, build it into your quote.
Removal logistics
How many days will it take to get buyers in and out? Can you group similar items to speed up removal and attract focused buyers?
Baseline pricing
Have a general pricing framework and adjust based on complexity, seller attitude, location, and timeline.

Pro tip: Every time you touch an item, it costs you money. Reduce handling to increase profitability.

📊 Tracking Profitability

Strong businesses review performance. Make it a habit to:

Wrap up every auction.
Did it meet your goals? Where did you over- or under-perform?
Quarterly reviews
Track profitability and trends over time. Are your rates sustainable? What types of auctions deliver the best ROI?

🚩 Red Flags and Saying No

Not every seller is a good fit. Watch for:

References to financial hardship or bank involvement
Unrealistic price expectations
Last-minute or chaotic timelines
A desire to hand off the problem without involvement

It’s okay to say no. You’re running a business. Try:

Raising your rate: Let them self-select out.
Referring out: If the auction doesn’t fit your niche, pass it to a more qualified affiliate.
Being honest: If the deal doesn’t feel right, trust your gut.

👏 Final Advice

Join associations - MN State Auctioneers Association, NAA, Etc.
Networking with peers opens new doors and ideas.
Lean on K-BID staff.
We’ve seen thousands of auctions and are here to help with strategy and support.
Stay sharp.
Attend trainings, ask questions, and never stop refining your sales process.

This is a relationship-driven business. First impressions matter—so make them count. By preparing properly, qualifying sellers carefully, and tracking your own success, you’ll build a long-lasting and profitable auction business.