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