pre-call preparation for sales

Pre-call Preparation: 13 Steps For Successful Sales Calls

who this class is for

Sales managers and representatives

Test your knowledge with a quick test and earn a free micro-certificate

Shop for etiquette, behavioral, and contextual signs

About this micro-class

By investing time in thorough pre-call preparation and planning, you increase your chances of a successful sales call and build a foundation for a productive ongoing relationship with your prospects.

Pre-call preparation best practices

1. Understand Your Prospect

Research the company: Know their products, services, and industry.

Identify key decision-makers: Understand the organizational structure and who holds the decision-making power.

2. Know Your Product/Service

Have a deep understanding of what you are selling.

Highlight key features and benefits that align with the prospect’s needs.

3. Set Clear Objectives

Define the purpose of the call: Is it an introduction, qualification, or a sales presentation?

Establish specific goals you want to achieve during the call.

4. Anticipate Objections

Identify potential objections the prospect might raise.

Prepare well-thought-out responses to address objections effectively.

5. Craft a Compelling Opening

Develop an engaging and relevant opening statement.

Capture the prospect’s attention and establish a positive tone for the conversation.

6. Develop Relevant Questions

Plan open-ended questions to gather information about the prospect’s needs and challenges.

Tailor questions to uncover pain points that your product/service can address.

7. Customize Your Approach

Adapt your communication style to match the prospect’s personality and preferences.

Tailor your pitch based on the prospect’s industry and specific pain points.

8. Prepare Supporting Materials

Have any necessary materials ready, such as product demos, case studies, or relevant documentation.

Be prepared to share information that reinforces the value of your offering.

9. Time Management

Be mindful of the prospect’s time and plan your agenda accordingly.

Have a clear understanding of how long the call should last and stick to the schedule.

10. Review Previous Interactions

If applicable, review any past communications or interactions with the prospect.

Ensure continuity and build upon previous discussions.

11. Stay Positive and Confident

Cultivate a positive mindset before the call.

Project confidence in your product/service and your ability to meet the prospect’s needs.

12. Technology Check

devices and company tech equipment and resources

Ensure that your equipment, internet connection, and any necessary software are functioning properly.

Familiarize yourself with any virtual meeting tools you’ll be using.

13. Follow-Up Plan

Develop a plan for post-call follow-up, including sending additional information or scheduling next steps.

Document key takeaways and action items.

Test your knowledge with a quick test and earn a free micro-certificate

Shop for etiquette, behavioral, and contextual signs

related micro-classes