Pre-Call Planning
Workshop Description
Successful sales professionals do pre-call planning whereas average sellers either do not do it at all, or not as well. For that reason, you will learn how to plan and make purposeful sales calls. This interactive 2-hour workshop highlights practical concepts and guidelines, including a sales call planning form that each person will receive and use.
Depending on what works best for you, the workshop can be taught in-person or virtually. Peak Selling will also customize the content at no additional cost to include examples that are relevant to your company and industry.
Who Should Attend?
All sales professionals will benefit from this workshop but it is especially well-suited for newer salespeople. Sales managers should also take this workshop so that they can individually coach anyone on their sales team that needs to improve at pre-call planning.
Topics and Objectives
1. Set Clear Goals and Objectives: We start the workshop by teaching the starting point for a successful sales call, which is to have clear long-term goals and specific objectives for the upcoming sales call. Each person receives a planning form and applies this initial concept to one of their actual accounts.
2. Plan for the Four Stages of a Sales Call: You will learn the four stages of a sales call, which begins with "Opening" and concludes with "Agreeing to Action." A self-survey is used to identify each person's strengths and areas for improvement, which then allows each person to allocate more planning time to their areas of improvement. A large group demonstration exercise is used to show what is most effective to do in each of the four stages.
3. Anticipate and Be Prepared for Likely Objections: The final step in the planning process is to be prepared to respond to likely objections and anything else that you think might be difficult.