Tag Archives: sales call planning

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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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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Sales call lesson from the NFL

When debriefing a sales call too many sales reps focus just on a single “play” (such as, did they get the advance) rather than reviewing the sales call to determine whether or not there was a more effective way to play the game. However, debriefing every sales calls to assess how the sales call might have been handled differently is critical to long-term sales success. 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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Selling and the power of familiarity

In prior blogs we introduced the power of storytelling in sales. While storytelling can stand on its own, incorporating analogies to make a point or illustrate an idea can enhance the power of the story. Skillfully using analogies, storytelling, or both can be very effective for helping customer become more familiar with what you’re selling – developing customer comfort by the power of familiarity is fundamentally a good idea. Continue reading

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Selling and the perfect crime

In many sales forces there are a fair number of sales people in the double-digits when in comes to years in the business. So what is the “potential crime?” Well, while they may not all have held their position for 25 years, it’s easy to fall into a series of “been there done that” traps – such as not planning and rehearsing that call because you have done that “same call” a 100 times or not listening to the customer because you’ve “heard it all before” and already know the right solution. The really good news is, due to the transformational changes occurring in most marketplaces, there is no better time for the message of innovation and uniqueness to resonate then the right now. It’s highly unlikely most sales people can prosper moving forward by simply doing a better job doing what they are doing. 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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Medical devices sales – planning the commitment

Closing the call is all about obtaining a commitment from the customer that moves the sales cycle forward. Top performers plan the commitment they want from the customer – setting it as their call objective. They assess and adjust the level of that commitment as the call unfolds. This post introduces potential commitments for early, middle, and late in the sales cycle.

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Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Sales Training Best Practices | Tagged , , , , , , , , ,

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Fine-tune consultative selling by starting with what you know

Consultative selling means doesn’t translate simply into asking customers questions. Today’s customers expect sales reps to know about their industry and their business issues – certainly in broad strokes. This means that developing business acumen is more important today than ever. Continue reading

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