After the game is before the game.” – Sepp Herberger
When does your selling start? It should start will 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.