Sales calls are an essential part of any business. They allow you to connect with potential clients, learn more about their needs, and pitch your products or services. But should you fail to do it correctly, you will not only risk losing potential clients but also make a bad name for yourself. And as anyone in marketing will tell you, the hardest thing to undo is a bad sales reputation. So, what is sales call planning?
Sales call planning is creating a strategy for your sales call. This includes everything from researching your potential client to preparing what you will say (and how you will say it). By taking the time to pre-plan your sales calls, you can increase your chances of success and make sure that every call is a step in the right direction.
Many sales reps scour at the idea of pre-planning for sales calls. They believe that the most effective sales call is not one that is scripted but rather something that is made on the spot after listening to the customer’s reaction to your call. And while both schools of thought are correct in their own right, pre-planning your sales calls can lead to several benefits.
• Having a clear understanding of what you want to achieve from the call.
• Identifying any potential objections that the customer may have.
• Knowing exactly what products or services you will be pitching.
• Being prepared for any questions that the customer may ask.
Pre-planning your sales calls does not mean that you need to script out every word you will say. Instead, it is about having a general understanding of the direction you want the conversation to go. By taking a few minutes to think about your goals for the call, you can ensure that you are making the most of your time with potential clients. But what constitutes an effective sales call and, more importantly, how to perform one:
Do Your Research:
Learning about your potential client is one of the most important steps in pre-planning a successful sales call. The more you know about them, the better equipped you’ll be to address their needs. You can find out information such as:
*What industry they’re in
*What size company they are
*Who the decision-maker is
*Their budget
This research will not only help you determine whether or not your product or service is a good fit, but it will also give you talking points that you can use to build rapport and establish trust.
Know the prospect’s competitors:
To identify the prospect’s needs, you must first understand their competitors. Researching the competition will give you insight into what the prospect is looking for and allow you to position your product or service as the better option. This research will help you tailor your sales pitch and ensure that you are offering the prospect something that they cannot get from your competition.
Create a Script:
A sales script is a great way to ensure that you hit all of the key points you want to cover during the call. This doesn’t mean that you need to memorize a speech, but having an outline of what you want to say (and some key questions that you want to ask) can help keep the conversation on track. Plus, if you’re ever feeling stuck or lost for words, you can always refer back to your script.
Know what you want from the sales call:
Before you even pick up the phone, you should clearly understand what you want to achieve from the call. Whether you’re looking to make a sale, book an appointment, or gather information, knowing your goal will help you stay focused and on track.
Plan your questions and the timing to ask them:
You should have a list of questions prepared in advance, but it’s also important to know when to ask them. If you start firing off questions as soon as the call starts, you’ll likely come across as pushy and uninterested in the prospect’s needs. Instead, try to work your questions into the conversation naturally. For example, if the prospect mentions that they’re looking for a new product, you could ask them what their current product is lacking.
Practice, Practice, Practice:
One of the best ways to boost your confidence and increase your chances of success is to practice your sales call beforehand. This doesn’t mean that you need to memorize a script or every word you’re going to say. But it does mean taking the time to familiarize yourself with the content and flow of the call. If possible, try role-playing with a friend or colleague. This will help you get comfortable with the back-and-forth of a conversation and allow you to make any necessary adjustments to your script or approach.
Listen more than you talk:
One of the most important aspects of a successful sales call is being a good listener. You need to hear (and understand) what the prospect is saying to address their needs properly. Additionally, active listening will help you build rapport and trust with the prospect. So, make sure that you’re giving the person your full attention and resist the urge to start planning your next response while they’re still talking.
When it comes to sales calls, pre-planning is key to success. By taking the time to research your potential client, understand their needs, and create a script, you’ll be well on your way to impressing them and landing the sale. And don’t forget to practice beforehand! The more prepared you are for the call, the better equipped you’ll be to handle anything that comes up. Good luck!
