The Silver Bullet - And A New, FREE Smart Phone Tool
It happens about twice a year. A business leader will contact me and say that he/she does not want the multi-day sales training nor the full day sales training nor even the half-day training. They just want the silver bullet - the one thing their salespeople can do that will significantly increase their sales.
For more than twenty years I have been informing CSOs, CEOs, sales leaders and sales professionals that there is no silver bullet in sales. I was wrong.
The silver bullet in sales is Pre-Call Planning.
Pre-call planning is the first activity seasoned salespeople abandon. After we have been selling for a while, we begin winging it. We plan less and sell more often. We convince ourselves that we have developed habits and skills that will allow us to manage any sales situation. Our lack of planning does not significantly affect our sales, or so we think. Only occasionally do we find ourselves wishing we had planned a little better.
Seasoned sales professionals can survive most sales calls without planning them. But who wants to "survive" when we could be thriving. Pre-call planning gives us time to consider:
- Who else we could meet while engaging the customer
- Whether we are positioned as well as we could be with this account
- What else we might be able to accomplish on this call
- What new or better questions we could ask
- What problems customers like this have experienced and what we can do to help solve them
- What we have done in the past to help this customer
You will notice this follows the P.L.U.S.H sales process methodology.
The good news is that for seasoned sales professionals, a little pre-call planning goes a long way.
Check out our new tool for smart phones: www.SaleSSuiteS.mobi.
It's free and it will give your salespeople a cool tool to use when preparing for a sales call. Since it is on their mobile phone, it will always be with them.
- Use your phone's browser to link to the site
- Add the link to your phone's home page or "Favorites"
- It will always be there quickly for you
- This is a web link, not an app (we want to be able to update it without asking you to download the app again)
Chuck
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