From the course: Purpose-Driven Sales
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Two critical and misunderstood elements of pre-call planning
From the course: Purpose-Driven Sales
Two critical and misunderstood elements of pre-call planning
- Let's think about pre-call planning on a spectrum. On one end, you're scripting out every word. On the other end, you're just winging it. Neither of these extremes are effective. Overly scripted pre-call plans don't work because they don't leave any room for the customer's agenda. And that's what the sales call should actually be about, the customer's agenda. But just winging it doesn't work either, at least not usually, it usually results in muddled conversations without clear next steps. I've been there, it lengthens your sales process, and it's not particularly helpful to your customer. Instead, you want to be somewhere in the middle. You want to have a plan based on a clear objective, and you also want to be flexible leaving enough room for the customer to talk and have a robust discussion. Before we fully dive into call objectives, let me make one thing clear, demoing your product is not a call objective, I repeat demoing…
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