Good Preparation for a Sales Call

90% of an effective sales call is preparation in my view. The most effective sales calls that I have made and I have heard are delivered with great preparation. These are some of the things that you should do to prepare for an effective sales call.

(1) Try to think like your prospects:

• From their vantage point: "what's in it for them"?;
• How will what you are selling them benefit them?;
• What could be their emotional triggers?;
• How will your product appear to their rational decision making process?

(2) What will be their fears, reservations, and potential objections to your products or services?

• Try to anticipate what their objections will be in advance
• Create replies or responses to their objections to overcome them
• Think about how to pre-qualify them before sending them extra info

(3) Create a Power Pitch which peaks gets their Attention

• Make an offer that peaks their interest
• Modify your response sequence after the pitch to bring them closer to the sale
• Learn as you phone and hear objections to modify your pitch for better sales conversion

(4) Practice your Close

• Create a Close or ask for the sale
• Develop a few alternate close sequence based on their potential objections
• Learn from objections and create strong closing sequences

We will return to these issues later in the week