Tag Archives: pre-call planning

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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Sell as a team – plan as a team

Before sales teams make a call there are three important things to do: Pre-Call Plan, Rehearse, and Determine Who is Doing What. This blog looks more closely at each. Continue reading

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Why sales people talk too much … and what to do about it – An STC Classic

by talking the sales rep isn’t listening. As Peter Bregman shared, listening is a much more productive way to achieve your objective than speaking. He shares his experiences while nursing a sore throat and found he was able to help others and build relationships as effectively as he did when speaking – and with much less collateral damage. Continue reading

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Don’t forget sales call fundamentals – a sales tip

After observing B2B sales reps making face-to-face calls, three key fundamentals appeared: pre-call plan; ask, listen and then talk; and summarize the call. 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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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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Moving from good to great sales presentations

When selling, a great formal sales presentation that fails to win the business isn’t good enough. How can we do a better job in crafting a winning presentation? Incorporating these five techniques are a good starting point… Continue reading

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Quantifying your value proposition – making the business case

Success sales requires sales reps make the business case for a customer to purchase a product or service. This starts with understanding the customer’s business – and your value proposition. Continue reading

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