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