There’s nothing worse than making a sales call totally unprepared with just a sales pitch to get you through. It’s a complete waste of your prospects time, and your time.
Sales call planning will help you increase your success rate. Here’s a list of my pre-sales call check-list – it shouldn’t take long or be overly complicated.
- What is the intention for your meeting / call?
- What do you hope the client/ prospect takes away from the meeting/ call?
- How can you serve the client/ prospect?
- Questions to ask them
- Questions the customer might ask and possible objections they may have
- Key points to communicate
- Research the latest news about the prospect’s services, clients, and the market they operate in
And I always do a bit of research into the person I’m meeting, find out a little more about them so I can figure out ways to serve them. When you consistently stick to this list, and of course add to it, it becomes a ritual.
Over to you, make your list of pre-sales call check-list, and share it in the comments below.