Preparing for a sales call Day 19 of the 28 Days to Better Selling

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We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings.  Today we will focus on individual sales calls and tomorrow we will talk about how to plan out team selling scenarios.

After you listen to today’s podcast here is your assignment:

#1) Brainstorm all of the possible objections you could get in your typical sales call and either pre-empt them or memorize your answers

#2) Be prepared for the worst case scenario, map out what those could be and how you will handle them.

#3) Be prepared for the best case scenario, what will you need to close the deal or negotiate with a key prospect on the spot?

#4) Map out key research sources you can review and confirm before heading to the meeting

#5) Build a checklist for this process and go through before each meeting well in advance

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June 6, 2009 · Filed Under * Sales Podcast, 28 days to better selling

Comments

  • Great tip: to practice handling ALL objections.
  • One of the best "pre-call planning" sales tips I've ever received is to simply ask this one question before ever picking up the phone:

    "What is it that I want to accomplish on this call, and what are the possible road blocks I may encounter that may try and interfere with me achieving that objective?"
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