PRE-CALL PLANNING ? Do You Do It ?

As you can imagine I get the opportunity to speak with sales professionals virtually every weekday. I get to probe their mind about what they do and don't do to hinder or enable their success. I get to listen to all of their excuses and complaints about the marketplace, customers, economy, competitors, management, customer service, sales support, and numerous other facets of being in professional sales.

I lend a willing ear but I also ask a lot of questions to better understand how to aid their challenges. And I'm surprised to hear that a majority of these salespersons are still getting face to face appointments - even in this unsure economy. Their general complaint is that they get the opportunity but none of the potential or existing customers are buying. That should come as no big surprise as a lot of organizations are on hold - waiting to see what happens next.

The other context I hear is the emphasis on price. Customers are utilizing the current conditions to drive down the price they are willing to pay ( those that are still buying ). Given the economy and any understanding of management's own economic struggle, it is very likely that your buyer has been told to squeeze every dime they can when making any purchase

All of that said, you would think that sharp salespeople would not go to an appointment with a buyer or potential customer without some intense PRE-CALL PLANNING. You all know how valuable FACE TIME is ! Why would you go to an appointment without being totally prepared ? A large amount of professional salespeople are "gunslingers" who believe with all their heart that they can handle any thing that comes up in a face to face appointment ! I'm sure they can - at least in their own mind - but not in the mind of the buyer.

Come on ! Sales is not that difficult to master. But so many sales professionals have become lazy and a "legend in their own mind" that they will not take the time to list specific questions to ask. They don't have specific objectives to achieve and heaven forbid that they would set down with their sales coach / manager or a fellow salesperson to role play all of the possible directions and objections that the buyer/customer could raise.

Best evidence I can give for the need to do this exercise on every call ? How many times after leaving any appointment have you had a conversation with yourself about something you forgot to bring up or ask ? Or your manager / coach asks you a question about the appointment that you can't answer ?

PRE-CALL PLANNING is for everyone - not just rookies !

I challenge you to seek improvement. To read. To listen. To go beyond what you currently know and learn more about professional sales. None of us knows it all ! I learn everyday from numerous resources, including my clients !