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PRE-CALL PLANNING

PRE-CALL PLANNING. An Absolute Necessity!. PRE-CALL PLANNING . Advance planning is absolutely necessary in making any sales call… From the initial contact with a semi-qualified prospect to gain information during each subsequent meeting that leads to a presentation or

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PRE-CALL PLANNING

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  1. PRE-CALL PLANNING An Absolute Necessity!

  2. PRE-CALL PLANNING • Advance planning is absolutely necessary in making any sales call… • From the initial contact with a semi-qualified prospect to gain information during each subsequent meeting that leads to a presentation or • Even for the hundredth call on an old established client.

  3. PRE-CALL PLANNING • Never call on any prospect or client until you have clearly defined in writing a call objective and are fully prepared to offer and discuss at least one sound reason from their point of view as to: • Why they should take the time to meet with you • Listen to what you have to say • Answer your questions • And/or buy what you are selling

  4. PRE-CALL PLANNING • Remember that many successful retailers have reported they dislike unprepared salespeople but welcome, with open arms and minds, those who know why they are there and what they want to accomplish!

  5. PRE-CALL PLANNING • No matter how good your presentation looks on paper, getting it across, and the idea sold, is not as simple as making an appointment and handing it to a prospect. • If that were true, stations would hire writers and not salespeople! • Planning is the key and centers on your abilities to understand what is needed and deliver.

  6. PRE-CALL PLANNING Follow these simple Pre-Call Tips and you will never make the time-wasting mistake of “dropping by” a prospective client or being there because you had to make a “call.”

  7. PRE-CALL CHECKLIST • PUT THE CALL OBJECTIVE IN WRITING. • The objective is not to just make a sale. That’s oversimplification. • You need to specify the reasons you are making the call and what you expect to accomplish.

  8. PRE-CALL CHECKLIST • PREPARE YOURSELF IN ATTITUDE AND MANNER. • People will buy from anyone but they are more inclined to buy from people with whom they are comfortable. • Leave personal problems outside and come to the meeting looking relaxed, confident and as if you know what your are doing and why.

  9. PRE-CALL CHECKLIST • JUSTIFY BEING THERE IMMEDIATELY. • What are you going to say to get the prospect’s attention? • He/she has a big advantage and that’s an ability to ignore what you are saying and say “no.” • Talking prospect benefits—answering “what’s in it for me?”—is a proven technique.

  10. PRE-CALL CHECKLIST • TALK FROM THE CUSTOMER’S POINT OF VIEW. • People are not interested in you, your station, or your programming, personalities or anything else that comprises what you are selling. • They are interested only in what those things will do for them.

  11. PRE-CALL CHECKLIST • USE SHOWMANSHIP. • We are all in “show business” and SHOWmanship should never be overlooked as an effective sales technique. • Plan the use of visual aids such as “spec” commercials, success stories from other clients or sales promotion ideas you plan to present.

  12. PRE-CALL CHECKLIST • ANTICIPATE QUESTIONS & OBJECTIONS. • Have you thought out what questions and objections might be raised during the presentation or meeting? • Don’t be caught off guard if asked “Why do you want to know these things?” • You want to know the answers to your questions so you can understand the client’s business well enough to offer benefits and values.

  13. PRE-CALL CHECKLIST • ANTICIPATE QUESTIONS & OBJECTIONS. • During an important presentation, you should be anticipating questions and objections and either trying to answer them before they are asked, or • Taking the proven steps of listening carefully, repeating what was said verbatim or in your own words to make certain a mutual understanding exists rather than answering from other person’s point of view.

  14. PRE-CALL CHECKLIST • BE PREPARED TO CLOSE THE ORDER. • Are you prepared to lead people into actions that will realize your call objectives? • If you are there to make a sale, have you planned the various ways you are going to gain information? • Have you planned the questions in advance and in logical sequence?

  15. PRE-CALL PLANNING Businesspeople, at all levels, want help in making a profit, but for you to be asked for your expertise requires recognition as a professional sales consultant, and that demands planning.

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