Have you ever had a perfect sales call? One where everything went just like you planned? Spoiler alert: There is no perfect sales call. But with planning and preparation great salespeople achieve their sales call goals every time.
Do You Plan Your Sales Calls?
I’ve been reading The Seller’s Challenge by Thomas Williams & Thomas Saine (Tom & Tom for short). On page 31 they begin a discussion of “harsh realities of the sales call.” Tom & Tom encourage sellers to plan the sales call. If you have been reading my blogs for a while you may remember my favorite quote from General Eisenhower: “In planning for battle I have found that plans are useless, but planning is indispensable.”
I agree with Tom & Tom that the perfect sales call begins with a plan. Great salespeople know what they want to accomplish during the sales call and how they plan to reach those goals. But they are also students of history and know every sales call will take off in unexpected directions. Nevertheless, great salespeople are diligent planners….