Pre-Call Sales Planning Meeting Questions Matter
The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Why? Because sales reps who prepare by knowing the answers to critical pre-call sales planning meeting questions are more likely to add value, handle objections and secure the next steps required to move the sale forward.
Buyers Expect More from Sales People
According to Forester Research, executive buyers report that less than 25% of salespeople meet their expectations, create value or get agreement for a next step during their sales meetings. Much of the poor track record comes down to a lack of sales preparation. Sadly, executive buyers report that:
The Top 7 Pre-Call Sales Planning Meeting Questions
Assuming that you have a clear definition of your target clients and can express your unique value proposition, you must, at a minimum, know answers to the following seven pre-call sales planning questions before meeting with any potential client. Most of this can be learned from minimal research and by networking both internally and externally.
1. Their Business: What is going on in their industry and their business?
2. Their Network: Who do we know in common?
3. Issues: What issues are they most likely facing? What questions and concerns will they most likely want to discuss?
4. Examples: What are compelling examples where we have solved similar issues for similar clients?
5. Value-Add: What unique insights and value can we provide in areas that matter most to the client?
6. Objective: What is the buyer’s objective for the sales meeting? What is our objective?
7. Strategy: What is our strategy for achieving our desired results and who will play what role?
These seven pre-call sales planning questions are the ticket to play the game. You should not get on any client call unless you have clear answers to each question.
The Temptation to Avoid at All Costs – Winging It
We believe that less than 30% of sales people meet a buyer’s expectations on sales calls because they repeat the same mistake over and over again. They wing it. This forces them to focus on their company, their products, and their solutions instead of their customer and their customer’s customer.
The Bottom Line
Sales reps who prepare outperform those who wing it. Pre-call sales planning allows you to anticipate, add value, demonstrate competency, gain credibility and show respect. Unless you thoroughly prepare, you may never get the chance to move to the next stage in the sales cycle.
To take pre-call sales planning meeting questions to the next level, download 30 Sales Questions More Important than Budget
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