Growing up, I ran track---- the 200 meter dash and the 4x2 meter relay to be exact. Needless to say, the 200 meter was my sweet spot. I knew how to come out of my blocks, I mastered how to pace myself in the curve, and I was the “Queen of the Lean” over the finish line.
Back then I couldn’t understand why I had to spend countless hours preparing for a 23 second race, and I didn’t appreciate when my coach saw me slacking and yelled out, “Practice the way you want to perform.”
Now, I do!
As a sales professional, it’s imperative that you too "Practice the way you want to perform."
What does that look like in your world? A pre-call plan and role-playing.
Most sales people’s pre-call plan consists of three things:
- What’s the prospect’s name? Check!
- Are they a decision-maker? I sure hope so!
- What can I sell them? Everything!
However, this is no longer enough. A proper pre-call plan that breaks down the details of your call is critical now that buyers have access to so much information BEFORE they even meet with you!
Want to develop your own pre-call plan and practice it too? Click here to sit in on one of our upcoming Foundations classes, and join salespeople from numerous other industries in learning the Sandler System.
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