Boost the effectiveness of your sales calls with our comprehensive Pre-Call Planning Template, structured to facilitate research, preparation, and performance.
1
Identify the prospect's organization
2
Research the prospect's industry trends
3
Analyze the prospect's business needs
4
Study on previous interactions with the prospect
5
Set meeting objectives
6
Approval: Meeting Objectives
7
Prepare necessary sales materials
8
Create a pitch tailored to the prospect's needs
9
Plan for possible objections and prepare responses
10
Schedule the sales call
11
Confirm the meeting time with the prospect
12
Review all collected data and notes
13
Approval: Data Review
14
Get your team's feedback on your preparation
15
Approval: Team Feedback
16
Visualize success and mental rehearsing
17
Review sales materials one last time before the call
18
Ensure all tech needed for the call is working
19
Get to a quiet place for making the call
20
Take a few minutes to relax and focus before the call
Identify the prospect's organization
Identify the organization that the prospect is affiliated with. This task is crucial as it sets the foundation for understanding their business and tailoring your sales approach accordingly. Make sure to gather information about the organization's history, size, and key stakeholders. Consider the industry they operate in and any recent developments that may impact their needs.
Research the prospect's industry trends
Stay up-to-date with the latest trends and news in the prospect's industry. This will help you position your products or services as solutions to their current challenges. Consider subscribing to industry publications, attending relevant conferences or webinars, and following industry influencers. Think about key trends, issues, or opportunities that are likely to impact the prospect's business.
Analyze the prospect's business needs
Dive deeper into the prospect's business needs to identify areas where your product or service can add value. Look for pain points, inefficiencies, or gaps in their current processes. Consider their goals, objectives, and priorities. Try to uncover specific challenges they are facing that your solution can address. Think about how your offering can improve their bottom line or streamline their operations.
Study on previous interactions with the prospect
Review any previous interactions or communications with the prospect. This will help you understand their preferences, concerns, and any specific requirements they may have mentioned. Consider previous emails, calls, meetings, or demos. Look for patterns or common themes that can guide your approach in future interactions.
Set meeting objectives
Define clear objectives for the upcoming sales call. What do you want to achieve during the call? Is it to gather more information, qualify the prospect, present a solution, or close a deal? Setting objectives will keep you focused and ensure that you make the most out of the call. Consider the prospect's readiness to move forward in the sales process and tailor your objectives accordingly.
Approval: Meeting Objectives
Will be submitted for approval:
Set meeting objectives
Will be submitted
Prepare necessary sales materials
Gather all the sales materials and resources that you will need during the call. This may include brochures, presentations, case studies, or product samples. Make sure that all materials are up-to-date and relevant to the prospect's needs. Consider organizing them in a way that allows for easy access and smooth transition during the call.
Create a pitch tailored to the prospect's needs
Craft a persuasive pitch that highlights the value your product or service can bring to the prospect's specific needs. Tailor the pitch to address their pain points, challenges, and goals. Consider using relevant case studies or success stories to illustrate how your offering has helped similar organizations in the past. Think about how you can differentiate yourself from competitors and position your solution as the best choice.
Plan for possible objections and prepare responses
Anticipate potential objections that the prospect may have and prepare well-thought-out responses. Think about common objections related to pricing, competition, implementation challenges, or perceived risks. Develop persuasive arguments and supporting evidence to address these objections. Consider including testimonies or success stories that demonstrate how your solution has successfully overcome similar objections.
Schedule the sales call
Arrange a suitable date and time for the sales call with the prospect. Consider their availability and time zones if applicable. Ensure that you have allocated enough time for a comprehensive discussion. Think about sending a calendar invitation to the prospect to confirm the call details.
Confirm the meeting time with the prospect
Send a confirmation email to the prospect to ensure that they are aware of the scheduled meeting. Confirm the date, time, and agenda of the call. This will help avoid any misunderstandings and ensure that both parties are prepared.
Review all collected data and notes
Review all the data and notes that you have gathered throughout the pre-call planning process. This will help you refresh your memory and prepare for the upcoming call. Consider the prospect's organization, industry trends, business needs, previous interactions, and any other relevant information. Think about how you can leverage this information during the call to build rapport and demonstrate your understanding of their needs.
Approval: Data Review
Will be submitted for approval:
Review all collected data and notes
Will be submitted
Get your team's feedback on your preparation
Seek feedback from your team members on your pre-call planning. Share your objectives, pitch, and responses to objections with them. Consider their input and suggestions to refine your approach. Collaboration can provide valuable insights and help identify blind spots. Think about how you can incorporate their feedback into your final preparation.
Approval: Team Feedback
Will be submitted for approval:
Get your team's feedback on your preparation
Will be submitted
Visualize success and mental rehearsing
Take a moment to visualize a successful sales call outcome. Imagine the prospect being engaged, interested, and convinced by your pitch. Visualize yourself confidently addressing objections and smoothly navigating the conversation. Mental rehearsing can boost your confidence and enhance your performance during the call. Think about the key points or phrases you want to emphasize and how you will bring them up during the conversation.
Review sales materials one last time before the call
Take a final look at all the sales materials and resources that you have prepared. Ensure that they are well-organized and effectively support your pitch. Consider any last-minute updates or adjustments based on the prospect's specific needs. This final review will help ensure that you are fully prepared and equipped before the call.
Ensure all tech needed for the call is working
Check that all the necessary technical tools and equipment for the sales call are working properly. This may include your computer, internet connection, headset, webcam, or any software or platforms that you will be using during the call. Ensure that you have tested everything in advance to avoid any unexpected technical difficulties during the call.
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Computer
2
Internet Connection
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Headset
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Webcam
5
Screen Sharing
Get to a quiet place for making the call
Find a quiet and distraction-free environment to conduct the sales call. Minimize background noise and ensure that you can focus on the conversation without interruptions. Consider using headphones or a dedicated space where you can have privacy. This will help create a professional and conducive atmosphere for the call.
Take a few minutes to relax and focus before the call
Before initiating the sales call, take a few minutes to relax and clear your mind. Engage in deep breathing exercises, stretch, or practice mindfulness techniques. This will help you reduce stress, enhance focus, and approach the call with a calm and composed mindset. Consider listening to upbeat music or positive affirmations to boost your energy and confidence.
