The Value of a Pre-Call Plan
How does this sound?
"Um hello I'm David with Stuff Supplies and um I just wanted to touch base to give you my information and to uh check with you to see if there is anything we can do to um help you and have you order more through us...because you have an account.
No all is fine.
Ok, well um, uh if anything changes, I am your rep and um can help with uh things you might need.
Ok
Hey wait um, are you aware we sell rocks that can help you hold stuff down?
Yes
Ok, well uh if you need some, we have some. Just let me know and um I can uh get some uh prices for you.
If you have a pre-call plan before you call or visit, you may not sound like you do not care or you are simply winging it.
The exchange above is typical, unfortunately and is indicative of being ill-prepared. If nothing else have something you can present to all customers/prospects like a new product, so you do not waste time (yours and theirs).
HAVE a PLAN because the impression you leave without one is devastating.
What are the chances the decision maker above will answer the next time that salesperson reaches out?
Transformation Expert/Radical Improvement Catalyst/Chief Learning Officer, Author-Becoming Uncommon and The Selling Idea
4 年So very True David! As a young salesman I learned a valuable lesson when doing what we were told to do (call early and late to bypass the gatekeepers), what happens if the President/CEO/Decision-Maker actually answers the phone!?? One of the lessons I've shared with many selling professionals since-- Selling Professionals (and Speakers) PREPARE IN WRITING! As the great John Wooden once said, "When OPPORTUNITY arrives, it is too late for PREPARATION!"