Essential Selling Skills Session 3: Pre-Call Planning ($35, 30 minutes, on-demand) Every sales call should be purposeful, otherwise you are simply making sales visits. This session will teach three critical tasks that should be done before every sales call: 1) Setting clear sales goals and objectives; 2) Confirming appointments with the right person(s); and 3) Doing the appropriate homework and research. Practical examples will be used to reinforce how the best sales professionals plan and prepare. You also will receive a Pre Call Planning Form that you can use as a resource to plan for upcoming sales calls.
The video, downloadable handout, downloadable planning form, and quiz will help you improve your ability to master pre-call planning, including how to:
- Use the initial Planning Stage as the first critical link in the sales call process
- Set clear sales goals and objectives that are both task-oriented (what you want the customer to do) and relationship-oriented (how you can strengthen relationships)
- Ensure that you are meeting with the right person(s)
- Do the appropriate homework and research that will help you to connect with the customer
- Utilize STAR’s “Rule of Three” as a way to expand your network of customer relationships
Essential Selling Skills Session 3: Pre-Call Planning is the third of twelve online learning modules in the Essential Selling Skills Series.
Your registration provides 6 months access to practical skills-based online training, on your schedule, at your location.
The instructor is available to answer questions at firstname.lastname@example.org or 781-934-0900.
The entire Essential Selling Skills series includes almost 6 hours of training divided into 12 sessions, each about 30 minutes in duration. The series includes a 1 year subscription for the discounted price of $299. Session 1 is free, so use it as a no-cost way to preview the entire series.
Bill McCormick is the founder and president of Sales Training And Results, Inc. (STAR), a firm specializing in customized sales training and consulting. Bill has over 20 years of experience consulting managers and coaching sales executives and professionals. He is the primary author and developer of STAR's customized sales and management workshops.
Prior to founding STAR, he was Vice President of Marketing for an international consulting and training company. Bill was responsible for managing their entire sales and marketing effort, including an international network of licensees, and doubled their sales volume in four years. Prior to that, Bill held positions in sales, sales management, and marketing for a Fortune 25 firm.
Bill earned his M.S. degree in Business Administration from Johns Hopkins University and a B.S. degree from Rensselaer Polytechnic Institute. He also is on the Corporate Education Group (Boston University) faculty.