{"id":1735,"date":"2016-02-29T03:27:35","date_gmt":"2016-02-29T03:27:35","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1735"},"modified":"2016-02-29T03:27:35","modified_gmt":"2016-02-29T03:27:35","slug":"pre-call-planning-part-1","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/pre-call-planning-part-1\/","title":{"rendered":"Pre-Call Planning Part 1"},"content":{"rendered":"

\"download\"<\/a>I know. People buy from whom they like and trust. Asking good questions is vital to a sale. Listening is the most important thing a sales person can do other than ask for the business. \u00a0What most do not realize, however, is that in order to get to all of those things and develop that trusting relationship, you have to get in the door. \u00a0At the very least, you have to keep a customer on the phone for more than three seconds. \u00a0Without that person’s willingness to listen to you, you have no sales pitch. You are useless.<\/p>\n

With that in mind, I wanted to focus on this “lost step” in the sales process for a more extended period of time and will be doing a 2-part “series” on the pre-call plan.<\/p>\n

The good news? \u00a0Pre-call planning, or the lost step of sales, is a great way to grab the customers attention. \u00a0As we have discussed in class, people don’t necessarily want to hear about your product or service. Especially right off the bat. \u00a0More than likely, that want to know who YOU are and what YOU can do for them. \u00a0If you pre-call plan, you can go into a meeting with a whole lsit of things to talk about.<\/p>\n

As a salesperson, you are the ambassador of your organization. \u00a0While on the phone or in a meeting with a client, you ARE you’re organization. \u00a0You are the bridge between client and product\/service. \u00a0And so, your bridge better have a good foundation.<\/p>\n

Without a foundation, any building, bridge or house would crumble. \u00a0Likewise, without putting in the time to pre-call plan, your sale will also crumble. Take the time and do your due-dilligence you will be rewarded. Miguel de Cervantes accurately sums up the importance of this step: “To be prepared is half the victory.” How much better and less stressed you would feel about a test if you were given half the points before even sitting down to take it? \u00a0Our lives would become much easier. \u00a0 Pre-call planning has the same affect on a sales call. \u00a0It makes your job A. LOT. easier.<\/p>\n

Part 2 of this post will focus on more concrete reasons for the pre-call planning phase of a sales call.<\/p>\n","protected":false},"excerpt":{"rendered":"

I know. People buy from whom they like and trust. Asking good questions is vital to a sale. Listening is the most important thing a sales person can do other than ask for the business. \u00a0What most do not realize, however, is that in order to get to all of those things and develop that […]<\/p>\n","protected":false},"author":58,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1735","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1735","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/58"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1735"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1735\/revisions"}],"predecessor-version":[{"id":1737,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1735\/revisions\/1737"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1735"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1735"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1735"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}