Comments on: Meticulous Pre-Call Planning!

By: 10 Better Ways To Build Rapport! - Worcester County Businesses

10 Better Ways To Build Rapport! - Worcester County Businesses — Fri, 21 Jan 2011 21:15:17 +0000

[...] How about Engaging In Meticulous Pre Call Planning? How about researching not only the company but the prospect. Already do that? Using Google? So [...]

By: 10 Better Ways To Build Rapport! - Directory of Real Estate Agents

10 Better Ways To Build Rapport! - Directory of Real Estate Agents — Fri, 21 Jan 2011 10:56:31 +0000

[...] How about Engaging In Meticulous Pre Call Planning? How about researching not only the company but the prospect. Already do that? Using Google? So [...]

By: 10 Better Ways To Build Rapport! - Northeast Business Directory

10 Better Ways To Build Rapport! - Northeast Business Directory — Fri, 21 Jan 2011 01:32:52 +0000

[...] How about Engaging In Meticulous Pre Call Planning? How about researching not only the company but the prospect. Already do that? Using Google? So [...]

By: 10 Better Ways To Build Rapport! — Paul Castain's Sales Playbook

10 Better Ways To Build Rapport! — Paul Castain's Sales Playbook — Thu, 20 Jan 2011 01:33:52 +0000

[...] How about Engaging In Meticulous Pre Call Planning? How about researching not only the company but the prospect. Already do that? Using Google? So [...]

By: Don’t Forget to Sell You « MindMulch

Don’t Forget to Sell You « MindMulch — Thu, 14 Oct 2010 20:54:18 +0000

[...] First, be ready and be relevant. I recommend this post on meticulous pre-call planning. Paul Castain’s Sales Playbook Blog: http://www.yoursalesplaybook.com/meticulous-pre-call-planning [...]

By: The Sales “Listening Station”! — Paul Castain's Sales Playbook

The Sales “Listening Station”! — Paul Castain's Sales Playbook — Thu, 07 Oct 2010 01:13:26 +0000

[...] Meticulous Pre Call Planning! [...]

By: What To Do When It Gets “Weird” — Paul Castain's Sales Playbook

What To Do When It Gets “Weird” — Paul Castain's Sales Playbook — Fri, 17 Sep 2010 01:35:49 +0000

[...] During your Meticulous Pre Call Planning you should anticipate certain scenarios. For example: If I know that we’ve quoted before, [...]

By: Sales Training `

Sales Training ` — Wed, 15 Sep 2010 18:27:27 +0000

Here’s another idea that will help when making sales calls. Set a Commitment Objective for every call you make.

Commitment Objective: A goal we set for ourselves to gain agreement from the customer that moves the sales process forward.

In other words, what do you want the potential customer to commit to do? No sales call should ever be made without a Commitment Objective.

You may have any number of legitimate goals for a client call, such as exploring the customer’s needs or finding out who the real decision-makers are in a prospect’s company. But your Commitment Objective must be something you want the customer to agree to do. The Commitment Objective is not always to “get an order.” Sometimes you may want a commitment to attend a demonstration, to schedule another meeting with all decision-makers present, to grant you primary-supplier status, etc. But the commitment must be for something that will move the sales process forward and bring you closer to the ultimate goal. You must not only plan to gain such a commitment, you must ask for it – in every call you make.

To Your Success

By: Lindsay Garrison

Lindsay Garrison — Sat, 07 Aug 2010 18:00:27 +0000

Google Alerts – check;
Review the prospect’s website – check;
Maintain and review notes in CRM system – check;
Seach social media – check;
Pull their 10k and 10q and research Hoovers – Whoops. Wasn’t even on my radar to do that – but it is now.

[My social media discovery was the video of the company president participating (as in, on the runway) in a lingerie fashion show when she was in college. Yowzah.]

Thanks so much for this outstanding article!
Lindsay

By: Referrals US

Referrals US — Wed, 10 Mar 2010 21:16:51 +0000

[...] in sales? Paul Castain on his blog, Sales Playbook, wrote two exhaustive posts on pre-call planning(part one and part two) and he suggested something interesting: print off and bring with you all your [...]