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You are here: Home / Blog / Sales preparation counts.

Sales preparation counts.

January 29, 2015 By maurasf

sales call preparation
How do you prepare for your sales calls?

“After the game is before the game.” – Sepp Herberger, Manager of the ’54 FIFA World Cup Soccer winners

For Salespeople…

When does your selling start? Your sales preparation should start well before you sit down in your prospect’s office or call a prospect on the phone. You have a lot of preparation to do. I work with my clients to prepare before their sales calls. Here are the essentials:

1. Set your sales call objective. What’s the minimum and maximum objective you want to achieve so the sales call will be a success?

2. What’s your Pinball (opening) question? After any brief small talk, your job is to guide the conversation to business.

3. Gather and familiarize yourself with the materials you think you’ll need. You may have a PowerPoint to show. You may have hard copies. Make sure everything is easily accessible and you won’t waste time trying to find what you reference.

Herberger won many great soccer matches because of his preparation. You’ll have successful sales calls with yours.

Best wishes for your sales success!

maura schreier-Fleming

 

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About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

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