Salespeople may not do it as often as they should, but most would rally around the notion that call planning is a good idea.
Yet when salespeople are asked why they don’t do a better job of pre-call planning, the answers heard most often are “No time” or “Too much paperwork.” Sometimes the complaints are partially justified sometimes they are not. When some salespeople say – “I just do it in my head” – that doesn’t hold water. What are some good ideas for getting it done and getting it right?
But a pre-call plan doesn’t have to be more than one page or take more than 15 minutes.
… And do you want to take a deeper dive into call planning and other sales skills? Click here.
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