Sales Call Planning: Key Steps for Success

The Sales Call/Meeting

Section 2: Needs and Market Identification The Sales Call/Meeting Many salespeople "miss-out" on sales, success, revenue and potential deals because they don't plan/prepare appropriately for their sales calls. As the old saying goes, "who works harder and smarter…. wins"! Practice and preparation are keys to success. Whether you are speaking to your prospect over the phone, digital communications or face-toface, being prepared for all interactions with prospective clients is crucial in achieving success in sales. Sales call planning is a fundamental aspect of the role – it must be done and done well. Whether it's a small company or a large company, you need to know: 1. Who is in the meeting, 2. The account, 3. The objectives of each person in the room and; 4. The company's overall objectives. Section 2: Needs and Market Identification The Sales Call/Meeting Many salespeople "miss-out" on sales, success, revenue and potential deals because they don't plan/prepare appropriately for their sales calls. As the old saying goes, "who works harder and smarter…. wins"! Practice and preparation are keys to success. Whether you are speaking to your prospect over the phone, digital communications or face-toface, being prepared for all interactions with prospective clients is crucial in achieving success in sales. Sales call planning is a fundamental aspect of the role – it must be done and done well. Whether it's a small company or a large company, you need to know: 1. Who is in the meeting, 2. The account, 3. The objectives of each person in the room and; 4. The company's overall objectives. 2. You need to ensure that you will be discussing and presenting to the "right” person/persons. a. Who will be making the final decision? b. Will they all be in the room when you are in the meeting? How do you anticipate the meeting to unfold? c. Is there a "gatekeeper"? What are your strategies to addresses to needs of the gatekeeper and earning the right to proceed? d. How will you address the needs of your prospect (buyer)? 3. Establish a position of differentiation and superior value versus the competitor of your offering. a. What makes your product better than what they are currently using? b. What are the Features, Advantages and Benefits (FAB’s) of your product? 4. Identify factors that will negatively influence the buyer's decision. a. What is the current situation? Do your competitors have a strong relationship with the buyer? b. Are long term deals in place that might hurt your chances of success? c. How will you address the different personality types?