Find My Catalyst Podcast Call Planning a Tactical Discussion - 135
This is the first of a series of podcast episodes where we will focus on sales tactics. This week we discuss the call plan. As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin.
This prompts the question - how come we often fail to plan for our sales calls? How come each of those calls tend to look the same?
Many of the concepts discussed can apply to meeting planning and SME discussions as well.
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Questions Addressed- How many of us fail to plan for their calls?
- What's the difference between a template and a script?
- What happens if you don't plan?
- Most folks fall into two categories when it comes to planning.
- Category 1 - The Plan Looks the Same - it's the same script. We have discussed the dangers of this approach.
- Category 2 - They Do Not Plan - or, they wing it.
- Catalyst Sale Call Plan Template
- Who will be there?
- What are the general objectives?
- What are the next steps?
- Start with some key questions
- Who will be in the call?
- What will they like to accomplish?
- What do we want to accomplish?
- What's the difference between a template & a script?
- A planning template provides guideposts and allows for creativity.
- A script provides focused direction.
- A little bit of research goes along way.
- Create clear call objectives
- One objective may be to schedule the next call
- Identify the potential objectives of the other person - They may also be interested in figuring out fit.
- Don't try to close the deal on the first call (depending on the business you are in)
- Focus on the customer first
- Take a service-oriented approach with the person on the other end.
- Do the research
- Be clear about objectives
- At the end of the call, both should feel like it was a good use of time.
- What happens if you don't plan?
- You may ask the wrong questions
- You may make assumptions
- You create risk
- Be clear about your criteria for succuss
- Be respectful of your customer's time
- Set expectations and execute
- How do have you applied the Catalyst Sale Call Plan to improve your call outcomes?
- Send Listener Questions to us at https://catalystsale.com
- Catalyst Sale Call Planning Template
- Send us your Questions
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.