Much of what determines whether you win or lose a deal happens before you even get inside the prospect’s office.
The right preparation sets you up in six critical areas:
- Getting the appointment with a decision maker. The more prepared you are before making a prospecting call, the more likely you are to get a meeting. The more you know about a company or a prospect, the more likely it is you’ll be able to begin a productive dialogue.
- Building rapport. The more you prepare, the better you’ll be at helping your prospects see the value of your product or service.
- Completing an effective needs analysis. You’ll go into the presentation with a good knowledge of the prospect’s needs. Coming up with the right questions ahead of time will get the information you need to move the sale forward.
- Presenting. Good planning will help you come up with customized solutions. Prospects like to feel important, and customized presentations make a powerful impression.
- Overcoming objections. When you are well prepared, you will also be better at overcoming objections. It’s impressive to prospects when you anticipate their concerns and are able to put them at ease with your answers.
- Closing the sale. The more you prepare, the more you’ll close. Prospects like to buy from people they trust. Nothing creates trust faster than a salesperson who puts the time and energy into preparation.
Adapted from: “From a Good Sales Call to a Great Sales Call,” by Richard Schroder, president of Anova Consulting Group, a market research and consulting firm based in Chestnut, MA.
