Are your sales calls ready for takeoff a pre-call checklist
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This presentation is designed to help sales executives and managers prepare for meetings. It contains a short 7-item checklist.
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Are your sales calls ready for takeoff a pre-call checklist
- 1. Are Your Sales Calls Ready for Takeoff? A Pre-call Checklist Andrew Rudin, Managing Principal, Outside Technologies, Inc. Certified Social Media Strategist www.outsidetechnologies.com 703.371.1242 (mobile) arudin@outsidetechnologies.com www.linkedin.com/in/discoverystrategy Twitter: @andy_rudin; @contrarydomino
- 2. Key Problem to Solve When conducting sales calls, how can salespeople ensure the greatest chances for success?
- 3. A few things about me . . . • 20 + years B2B marketing and sales experience • Focus on business development strategy & execution; risk management • Work with technology companies • MS in management information technology from University of Virginia • Certified Social Media Strategist (2010)
- 4. 7-Item Checklist (Answer yes/no/or maybe) I know the outcome or result my prospect is seeking from this meeting. If you don’t have a clue, you’re already in trouble. I am bringing knowledge and resources that my prospect is likely to value. Ensures you’re prepared to share something useful and valuable.
- 5. I know what needs to be learned. Ensures that you ask the right questions, and that you don’t waste time discussing topics your prospect doesn’t care about. I have situational awareness. Ensures you understand the context for the meeting and that you can adapt to it. I have visualized the successful outcomes for this opportunity. –both for you, and for your prospect. I have planned for what to do in the event something doesn’t follow the expected path. - stuff happens. Make sure you know what to do when it does. I am 100% mentally present. –If you’re not, don’t bother meeting. Save your prospect the time he or she will be investing.
- 6. Time for questions . . . Andrew (Andy) Rudin 703.371.1242 arudin@outsidetechnologies.com
Notes de l'éditeur
- 1. I know the outcome or result my prospect is seeking from this meeting. If you don’t have a clue, you’re already in trouble.2. I am bringing knowledge and resources that my prospect is likely to value. If you don’t share anything useful or valuable, you probably won’t be invited back. It doesn’t matter how good your questions were, or how much time you spent listening.3. I know what needs to be learned. Both for you, and your prospect. Ensures that you are prepared to ask the right questions, and that you don’t waste time throwing conversational spaghetti at the wall to see what sticks.4. I have situational awareness. Not the same as knowing everything you can about your prospect. This item ensures you understand the context for the meeting, and that you can adapt to the situation.5. I have visualized the successful outcomes for this opportunity—for my prospect and for me. Visualizing a successful result ensures that you take the right actions to achieve it. Ask an Olympic gymnast.6. I have planned for what to do in the event something doesn’t follow the expected path. You can’t plan for every contingency, but every checklist must consider what could go wrong—the demo that doesn’t work, or the question that you don’t know how to answer.7. I am 100% mentally present. “I’m so sorry . . . Could you excuse me for just a minute—I have to answer this call . . .”
- 1. I know the outcome or result my prospect is seeking from this meeting. If you don’t have a clue, you’re already in trouble.2. I am bringing knowledge and resources that my prospect is likely to value. If you don’t share anything useful or valuable, you probably won’t be invited back. It doesn’t matter how good your questions were, or how much time you spent listening.3. I know what needs to be learned. Both for you, and your prospect. Ensures that you are prepared to ask the right questions, and that you don’t waste time throwing conversational spaghetti at the wall to see what sticks.4. I have situational awareness. Not the same as knowing everything you can about your prospect. This item ensures you understand the context for the meeting, and that you can adapt to the situation.5. I have visualized the successful outcomes for this opportunity—for my prospect and for me. Visualizing a successful result ensures that you take the right actions to achieve it. Ask an Olympic gymnast.6. I have planned for what to do in the event something doesn’t follow the expected path. You can’t plan for every contingency, but every checklist must consider what could go wrong—the demo that doesn’t work, or the question that you don’t know how to answer.7. I am 100% mentally present. “I’m so sorry . . . Could you excuse me for just a minute—I have to answer this call . . .”