Brief: Renewing Focus With Pre-Call Planning

After enough experience, a sales professional might choose to “wing it” when making a sales call. This approach leads to faulty assumptions and misguided messaging.

In Richardson Sales Performance’s brief, Renewing Focus with Pre-call Planning, we explain the three components critical for planning an effective sales call.

We discuss: 

• The research necessary to develop an understanding of the customer
• The questions sales professionals must ask themselves before the call
• The main parts of a call strategy
• The five questions to ask when setting an objective