fox

Rainmakers say “you”; they don’t say “I.”

ty percent of all sales calls are won or lost before the salesperson sees the customer. This is because so few salespeople actually plan the call. Too many salespeople believe experience is a substitute for precall planning; they think they don’t need to.

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A precall planning checklist should include:

Written sales call objective.
Needs-analysis questions to ask.
Something to show.
Anticipated customer concerns and objections.
Points of difference vis-à-vis competitors.
Meaningful benefits to customers.
Dollarization approach; investment return analysis.
Strategies to handle objections and eliminate customer concerns.
Closing strategies.
Expected surprises.