We're constantly told in sales to make sure we plan our calls. Planning suits some pursuits, but in a sales context, it's more warm up, than planning. It's "getting ready" just before. That's because you're in both the selling and the performance business. So what you really need is a "just-before-the-call" list. The checklist list should guide you to the high-impact issues and moments in the conversation that you need to be ready for. And the issues are pretty universal.
- If a first call, what is my Opening approach, my "lift-off" 60 seconds or 2 minutes? (Conversation Entry Point)
- Making a clear connection to the last conversation, if it's a call that is already part of an established opportunity.
- Questions that identify key prospect priorities and concerns.
- Prescribing a clear approach, roadmap or solution that delivers impact for the prospect's business.
- Anticipating obstacles, inhibitors, risks and curve balls for yourself and the prospect.
- What - scheduled - next step will the prospect find useful?
P.S. Warm up call planning doesn't replace the extensive, more detailed opportunity planning needed for many B2B sales, especially if they are complex. But, warm up planning is always needed to maximize personal performance. It produces same-day results.
We're constantly told in sales to make sure we plan our calls. Planning suits some pursuits, but in a sales context, it's more warm up, than planning. It's "getting ready" just before. That's because you're in both the selling and the performance business. So what you really need is a "just-before-the-call" list. The checklist list should guide you to the high-impact issues and moments in the conversation that you need to be ready for. And the issues are pretty universal.
- If a first call, what is my Opening approach, my "lift-off" 60 seconds or 2 minutes? (Conversation Entry Point)
- Making a clear connection to the last conversation, if it's a call that is already part of an established opportunity.
- Questions that identify key prospect priorities and concerns.
- Prescribing a clear approach, roadmap or solution that delivers impact for the prospect's business.
- Anticipating obstacles, inhibitors, risks and curve balls for yourself and the prospect.
- What - scheduled - next step will the prospect find useful?
P.S. Warm up call planning doesn't replace the extensive, more detailed opportunity planning needed for many B2B sales, especially if they are complex. But, warm up planning is always needed to maximize personal performance. It produces same-day results.
We're constantly told in sales to make sure we plan our calls. Planning suits some pursuits, but in a sales context, it's more warm up, than planning. It's "getting ready" just before. That's because you're in both the selling and the performance business. So what you really need is a "just-before-the-call" list. The checklist list should guide you to the high-impact issues and moments in the conversation that you need to be ready for. And the issues are pretty universal.
- If a first call, what is my Opening approach, my "lift-off" 60 seconds or 2 minutes? (Conversation Entry Point)
- Making a clear connection to the last conversation, if it's a call that is already part of an established opportunity.
- Questions that identify key prospect priorities and concerns.
- Prescribing a clear approach, roadmap or solution that delivers impact for the prospect's business.
- Anticipating obstacles, inhibitors, risks and curve balls for yourself and the prospect.
- What - scheduled - next step will the prospect find useful?
P.S. Warm up call planning doesn't replace the extensive, more detailed opportunity planning needed for many B2B sales, especially if they are complex. But, warm up planning is always needed to maximize personal performance. It produces same-day results.