5 Ways to Prepare Before a Sales Call

In a recent sales coaching session, we emphasized that up to 50% of the outcome of a major sales call is determined before even one word is exchanged – depending on the complexity of the account. The fact is, great salespeople bring value on every sales call. That’s because they plan and strategize their key accounts.

Good salespeople think about multiple plans. In fact, they’ve done their homework and have already figured out Plans A, B and C before they even walk in the door.

Here are 5 ways to be more prepared for an upcoming sales call:

  1. Check the customer’s web site.
  2. Read trade publications.
  3. Talk to insiders about industry trends.
  4. Research industry blogs such as Technorati for:
    • more insider information.
    • news of competitive threats.
    • political and internal issues.
  5. Keep up with issues and obstacles that can negate or catapult an opportunity.

A salesperson who has good sales planning skills allows himself or herself to become a vital business advisor – someone who can provide customers with value-added information that will drive opportunities forward.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).