30 Minutes to President's Club | No-Nonsense Sales #193 - How To Prep For Your Next Sales Call
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Aug 18, 2023 Learn about the importance of research and preparation for sales calls. Discover the importance of understanding the person and finding common ground. Understand the three buckets of information related to the company - past, present, and future.
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Less Prep Can Improve Calls
- Preparing excessively for a sales call doesn't improve outcomes and often hurts curiosity.
- Focused, short prep beats exhaustive research that muddles your thinking.
Balance Research With A Call Game Plan
- Avoid over-researching prospects' every public detail because it stifles curiosity on the call.
- Spend equal time planning how you'll run the interaction as you do learning about the prospect.
Prep The Person, Not The Encyclopedia
- Learn three things about the person: job responsibilities, communication style, and an advantage to connect.
- Use LinkedIn, quick searches, and past roles to form a targeted pitch in under ten minutes.