Sales Call Preparation – Episode #100

by Richard Wilson on August 5, 2011

The following video is borrowed from our BusinessTraining.com platform and was originally recorded for our sales training program.   Sales professionals frequently have a very important sales call that requires a good deal of preparation.  In this video, I offer some tips for sales call preparation that will help you confidently complete that really big sales call.

Video Transcript/Summary: The strategies and tips provided within this video module include:

  1. Use the internet to do research on the person you are speaking with.
  2. Keep the website open so you can search quickly if you need to, but try and keep some notes so that you don’t have to click around during the call.
  3. Prepare some well-researched key questions and try to ask a lot of questions to get to know that person, rather than just talking about your business.
  4. Be well-versed with the history of your company’s relationship with the client.
  5. Look for clients that fit with that customer and send these related case studies to that client.
  6. Focus not only on how you can sell the customer, but also how you can wow that customer by providing a ton of value to them and ask about ways to meet their needs and then go beyond that expectation.
  7. Analyze your competition thoroughly so you can prove why that customer should go with you instead.
  8. Make sure that the avatar for the customer is well-defined and that you are very familiar with it. 

Making sales calls can be very stressful and often unsuccessful if you do any sales call preparation.  By preparing for these big calls you will feel more confident and be far more likely to have a successful sales call. 

Thanks for joining us, and I will see you again soon,

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