| In today's competitive sales market, | | | | regarding their current challenges prior to |
| preparation is everything. Often it'll mean | | | | your meeting since this gives you the ability |
| the difference between getting the | | | | to offer solutions when you get together. |
| opportunity to meet with the decision maker | | | | |
| and being able to have a productive meeting | | | | Planning and critical thinking before a phone |
| with a prospect. Pre call preparation can | | | | call or meeting helps set objectives and the |
| either be an asset or a detriment to your | | | | means to achieve them. An example might be, |
| competitors. You need to be able to | | | | prior to a management ride along be sure to |
| understand what the prospect wants and have | | | | discuss the objectives of the activity, |
| the ability to embrace their objections. | | | | potential objections your may experience and |
| | | | a plan for moving forward. |
| So, exactly what does preparation all entail? | | | | |
| Preparation involves doing your homework on | | | | In addition, prior to a meeting it is |
| the company, planning and using good critical | | | | essential that the role of manager and sales |
| thinking. Start by learning as much as | | | | person is defined. Answer the question, who |
| possible about the prospect's company. Ask | | | | is going to handle the meeting? The manager |
| yourself basic questions that will assist you | | | | needs to base those decisions on the |
| in helping them. For example, what are their | | | | salesperson and their personality attributes. |
| organizational objectives, how do they see | | | | In order to comfortably prepare, the manager |
| their company experiencing growth, and what | | | | may want to role play some different |
| are their current challenges, who are their | | | | scenarios with the representative prior to |
| competitors. These questions will allow you | | | | the meeting. |
| to determine whether they would be a good fit | | | | |
| for you as a client. | | | | In summary, there will be times when planning |
| | | | will not help you effectively handle the |
| The most essential piece is getting all the | | | | situation, just remember that if you don't |
| information so that you can later explain why | | | | have the answer offer to find out the correct |
| it makes sense for the prospect to meet with | | | | answer for the prospect. It is also |
| you. Doing this shows the client that you | | | | important to remember to smile, whether in |
| are genuinely interested in their needs, not | | | | person or over the phone, people can hear |
| just wanting to sell your product/service. | | | | enthusiasm in your voice and it catches. By |
| If you play your cards right, it should | | | | doing your homework, planning for the call |
| expedite the sales cycle. Gaining early | | | | and using good critical thinking skills |
| credibility is extremely helpful in helping | | | | you'll be on your way to a successful cold |
| overcome objections that may appear. It is | | | | call experience. |
| also valuable to gather any information | | | | |