Search Results for: pre-call planning

Pre-call planning – propose an advance or lose

Sales calls and pre-call planning – most reps have heard the message. Some are good at it. Others do it but are no better then anyone else. And some don’t believe they need to so they don’t.
One pre-call planning area where you can get a jump on the other person is doing a superior job at planning and rehearsing an advance – an action that moves the sales cycle forward.
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Add punch to pre-call planning – don’t forget the commitment

Top sales performers know that closing a call means obtaining a commitment from the customer that moves the sales cycle forward. Top performers optimize the probability of achieving that goal by planning the commitment they want from the customer during pre-call planning.

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Pre-call planning – a missing ingredient

Pre-call planning is critical to sales success – but one missing ingredient in pre-call planning is planning multiple advances. Sales people need to be prepared if the call doesn’t go as well as planned, to close the call with something else that moves the sale along. On the other hand, if the call goes better than anticipated, the sales rep should have thought about a more aggressive advance to close the call – or leave a missed opportunity behind. Continue reading

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The lost art of call planning

Pre-call planning is key to sales success. Underpinning this is planning not only the questions to be asked and thinking about the objections that might be raised. Salespeople also need to think about the advances – what are the possible outcomes of the call if it goes better than planned, okay, and not particularly well – so you have an opportunity to move the sales cycle forward. Continue reading

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Sales call planning – keep it simple, yet effective

Sales call planning is key to sales success – tips on pre-call planning and post-call planning. Continue reading

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Call planning – keep it simple, yet effective

Salespeople may not do it as often as they should, but most would rally around the notion that call planning is a good idea. But a pre-call plan doesn’t have to be more than one page or take more than 15 minutes. Take a look at this Sales Mastery Minutes video for some pre-call planning tips. Continue reading

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Sales call planning – when is a greater investment warranted?

Sales call preparation and planning are always important. But some situations are more critical than others because the payoffs of getting it right or wrong are more significant. This blog shares best practices for getting sales call planning right. Continue reading

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Sales managers – and the smartest person in the room dilemma – An STC Classic

Although salespeople may not do it as often as they should, most would rally around the notion that call planning is a good idea. In this discussion a distinction is made between call planning and account planning. Exploring account planning is a topic that deserves its own discussion and will be postponed for another day. What this post does cover is the two components of call planning – pre-call planning and post-call planning.

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Why sales people talk too much … and what to do about it

Sales people talk too much in sales calls. Ask any sales manager, and they’ll tell you how true a statement this is. This article shares techniques for addresses this problem, including – thinking ahead, pre-call planning, rehearsing parts of the call, and active listening. Continue reading

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Six traps between you and sales success

Getting an appointment with a prospective customer is a necessary first step for sales success. But it’s only the first part of the challenge. Before conducting a call, successful sales reps spend time pre-call planning. And, part of that planning is about avoiding six common traps – described in this post. Continue reading

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