Here are two really simple things most reps forget to do during their pre-call planning.

First, I’m assuming you research the people you’re meeting with as well as the company?

If not, let’s make it 3 simple things most reps forget to do during their pre-call planning 🙂

When you research the individual, try to find interests and causes they’re passionate about. That’s the first thing most reps forget to do. Probably because they’re saying “duh” when people like me suggest that they do it but;

The real magic happens in the second thing many reps forget.

Ready?

Come equipped with stories to build rapport.

So if I notice that you’re a veteran and you’re involved in a few associations and charities, I’m going to talk with you about my brother who was a Navy Seal in Vietnam and my dad who was a judo instructor in World War II.

When I discovered that a potential client blogged about being a dad, I came equipped with a story about the best lesson I ever learned about being a dad.

Sports fan? I’ll try to find something interesting about your favorite team, player, the history of their stadium, etc.

Martial Arts? I’ll talk about a funny story where my son’s MMA training paid off.

I noticed that one of my prospects enjoyed learning other languages. I brought a story (and a funny visual) of how some words translate from English to other languages.

I discovered that one of my prospects was a classically training cellist. I came equipped with a story about the Vitamin String Quartet and how they have taken rock (and even metal) tunes and put an amazing classical spin on them.

And make sure you come equipped with questions that allow your prospect to talk about THE best story on the planet; THEIRS!

Before you think this suggestion is silly, let me ask you something.

Have you ever looked around an office for something you can comment on to sort of break the ice?

So why not come better prepared?

There’s a lot more to the pre-call planning step in sales and sadly its one of the most neglected steps in the sales process.

That’s why I have an entire module dedicated to this in our Sales Rock Star Academy program!

The program includes over 150 sales tactics and templates to help you;

Get in front of MORE opportunities and

Close MORE opportunities.

Each module is pre-recorded so you can go at your own pace.

Here’s what the program looks like;

Session 1: Creating An Effective Prospecting Plan

Session 2 : 20 Ways To Create Opportunities

Session 3: Meticulous Pre-Call Planning

Session 4: Cold Emails That Get Opened, Read, and Responded To

Session 5: A Cure For The Common Cold Call.

Session 6: Social Selling Tactics

Session 7: Network Like A Pro

Session 8: How To ROCK Your Referrals

Session 9: How To Get Your Dream Client’s Attention

Session 10: Creating A Kick-Ass Prospecting Cadence

Session 11: How To Take Control Of Your Prospect Meetings

Session 12: Presenting Your Solutions With IMPACT!

Session 13: Negotiate Like A Pro

When? 

You’ll get your first prerecorded session immediately, and then a new session will arrive once a week after that. Go at your own pace!

What’s included?

(13) 45-90 Minute Pre-Recorded Sessions Delivered Once A Week

Worksheets For Each Session

Homework Assignments

Templates (Actually A Ton Of Templates)

3 Bonus e-Books

Email Access To Paul Castain To Answer Any Course Related Questions and To Get Feedback On Your Assignments.

What’s the investment?

$799

Please click HERE ASAP to secure your spot in this program.