Tag Archives: pre-call planning

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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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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