January 27, 2016 by L'areal Lipkins in Sales Process
Last week I went on a ride-along with a salesperson that works for a prospective client.
As we headed off to his first appointment, I asked him to walk me through his plan for the meeting.
- Who were we meeting?
- What was their personality style?
- What did they discover about the person/company in their research?
- How long was the meeting?
- What was the purpose of the meeting?
- What was the agenda for the meeting? Who set it?
- What was the ideal next step?
- What were the top 5 questions he wanted to get answered?
- What questions did he think he might be asked? How was he going to respond?
After the first two questions, he quickly realized he was making the same mistake that 90% of sales people make… going on a sales call without setting up a proper pre-call plan.
The more preparation you do up-front, the higher probability of success during the call.
As you think about your upcoming appointments, use the questions above as a foundation for creating a good pre-call plan.
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