Good preparation is half the battle and this is especially true in a sales call. Some like to do a thorough analysis beforehand; others are at their best when they can freestyle. However you do it; efficient preparation makes everyone happy. This checklist makes it even easier.
1. Set a goal for your sales call
When is your sales pitch a success? You determine that during preparation. Formulate your goal for yourself as sharply as possible. Immerse yourself in the company’s market position as well as the person you are facing. Anything you find during your research, keep it in a place where your colleagues can also easily access it, such as a CRM or a system that connects to it. What you don’t know beforehand, you leave open. That way, you will have an immediate understanding of what questions you want to ask during the meeting.
2. Set an agenda
Although every sales call is different, you can prepare the agenda broadly the same each time. For example, take these items as a starting point:
- Introduction
- Needs analysis
- Presentation with possible solutions
- Customized interactive (product) demonstration or 3D tour
- Follow-up and next actions
3. Make a schedule based on your calendar
Decide for yourself in advance how much time you want to spend on each item on the agenda. You may or may not consciously communicate that to your client, but at least it’s a fine guide for yourself. That’s how you keep focus in the conversation. If a prospect deviates from it, of course, you can always freestyle. Even better: are you sticking with a particular item longer than you thought beforehand? Then this might just give you direction. Here may be a challenge for your interlocutor – something you can come up with a solution to.
If you carefully track the actual time spent per calendar item, you will learn to recognize patterns. You can then use this to improve your sales calls and strategy. In your e-mail, include not only the agenda invitation itself, but also the drafted items to be discussed. Ask your participants if they have any additions. This way, your interlocutor can also prepare better and engagement and interaction is high.
4. Set a time for your sales call
Finding a time for a sales call is sometimes easier said than done. Smart tools eliminate endless emailing back and forth with options. Instead, the software does the work and you easily find a time that is convenient for you and your prospect. Is it about an international meeting? Then, of course, the time zone is included. Always set a start and end time, this ensures urgency and focus during the conversation.
5. Create a customized product demo
A sales call is even more successful when you blow your interlocutor away with a customized product demonstration. Tune those as closely as possible to your customer’s needs, wants and interests. And make it interactive: a 3D product demo does just a little more than a boring sales deck.
6. Add relevant content to your sales pitch
Have you fully prepared the interview? Put all the background information in a convenient place for yourself. Link the right images, videos, etc. to your calendar items, for example, so that they are automatically ready for you at the right time. Share in advance information that is useful to your interlocutor. That way that conversation will go even smoother later.
Want to know more, like how to create super cool demos for your next sales meeting? Or about how to virtually welcome visitors to your business? Then read on.