Salespunch™ Pre-Call Plan

“Planning is an unnatural process; it is much more fun to do something. The nicest thing about not planning is that failure comes as a complete surprise, rather than being preceded by a period of worry and depression.”

--Sir John Harvey-Jones

The Salespunch™ Pre-Call Planning process provides the structure for sales people and their managers to plan the preparation of face-to-face sales meetings. 

In much the same way as one wouldn't be comfortable with the pilot of your transatlantic flight boarding the plane thinking "I've flown this same aircraft on this route so many times that I no longer need to complete the pre-flight checklist." - so too should sales people adhere to the pre-call planning process to ensure that best practise is consistently applied.

The pre-call plan facilitates consideration of:

• Main and 'fall back' objectives of the call
• Tactics
• Prospect company background
• Current understanding of the decision-making process
• Likely strengths versus the competition
• Motivator
• Sales propositions that are likely to engage interest - from the relevant feature of your product or service to the advantages of these features, what proofs you have to substantiate them, what you anticipate the benefits might be together with the questions you need to ask of your prospect in order to find needs and wants for these propositions.
• Responses to any anticipated objections

In existing customer situations, this detail often stems from wider account plan information (and the outputs of the meeting feed back into the account plan).  But in new prospect discussions, this level of planning is essential if sales people are to engage early interest and nail quantifiable needs and wants which generate sufficient customer interest to move to the next stage of the sales process.

Contact your Salespunch™ coach for a demonstration.