It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best.
Most surveys of how field sales people really spend their time conclude that the typical sales person spends somewhere between 20 to 30 percent of the work week actually talking with customers. Just think about it – that time spent with customers is the heart of your job. Of all the things that you do in a typical work week, of all the tasks that you perform, nothing is more important than that!
Without time spent with your customers, your company would not need to employ you. Everything else that you do is either a result of, or in preparation for, your person-to-person sales times.
Combine that with the growing pressure on your customers to make good use of their time, and you have tremendous pressure on sales people to manage an effective, purposeful and valuable sales call.
How can you possibly do that without spending time preparing for it? The answer is, of course, that you can't.
That's why the best sales people meticulously plan every sales call. That planning process brings greater value to the customer, and greater return to the sales person.
What's involved in planning a sales call? Typically, a well planned sales call has these components:
- A set of objectives for the call.
- An agenda.
- A set of questions, prepared for the situation
- All the necessary material and collateral (literature, samples, etc.).
- A variety of "next steps” the customer can take as a result of the call.
- Time spent reviewing the account profile and/or personal profile previously compiled on this customer.
Sounds a bit arduous doesn't it? Clearly this takes some time.
In my first full time sales position, my manager shared some advice with me that has stuck with me ever since. "Spend 20 percent of your time preparing for the other 80 percent.”
I've followed that rule ever since. It means that you discipline yourself to invest the necessary planning time for every sales call. Then, the time you spend in conversation with your prospects and customers will be valuable to them, and valuable to you.
To shrug it off and make a sales call that is unplanned, unfocused and unorganized is to waste your time and your customers'.
That's why the discipline of thoroughly planning every sales call is a best practice. Those sales people who don't strive for mastery of their jobs inevitably slide away from the discipline to do it the way the best do it. Consistent, disciplined behavior – that's what separates the best from the rest.
To learn more about this, visit the Articles section of the website (www.davekahle.com) and read this free article: "One of the Emerging New Rules of Sales – The Value-added Sales Call.” If you are a member of The Sales Resource Center®, check out Pod-1: Target Laser-Sharp Sales Calls; Pod-28: Strategic Planning for Sales People; and Pod-38: Mastering the Creative Cold Call.
–Dave Kahle has trained tens of thousands of distributor and B2B sales people and sales managers to be more effective in the 21st Century economy. He's authored nine books, and presented in 47 states and eight countries. Sign up for his weekly Ezine . For a limited time, you can obtain his latest book, How to Sell Anything to Anyone Anytime, and receive $534 in no cost bonuses.
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