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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

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