Do you have a “general idea” of the topics you would like to cover, or do you have a detailed strategy, on paper, that outlines exactly what needs to be discussed?Have you run through everything that could go right and wrong and developed primary and secondary materials?
Some people call it guarding against “Murphy’s Law” but I call it preparing for profitability.
Being prepared for every sales call means there is a smaller likelihood that you will be caught off guard. You want to do everything in your power to avoid looking unprepared or flustered in front of a client. The best way to make this happen is…by being prepared! Crazy, isn’t it?!
Here are six questions to ask yourself prior to a sales meeting:
- What are you going to say? Be sure to write down some notes for yourself as a reminder.
- What questions are you going to ask? Again, write them down before you go into the meeting.
- What is the customer likely going to ask? How will you to respond?
- What are the likely objections the customer will have? What will your responses be?
- What is your main objective of the meeting?
- What is your plan B if you don’t reach your objective?
These six questions will take you at most 45 minutes to prepare and they are the same questions you will ask yourself before every call. Just by gaining clarity on these six points, you’re setting yourself up for success.
At the end of the call you should also debrief yourself because this helps to prepare you for the next meeting. Be sure to ask yourself:
- What objections did the customer have that you were not prepared for?
- What would you do differently?
- What are the follow up steps?
Preparing for each call will ensure that you win more business and are not left wet and hung out to dry by a customer! <– Click To Tweet
Nonstop Sales Boom prepares you with innovative and practical strategies to boost your sales in 2015!