Simple sales call preparation and the link to better results!

Note: This is definitely not supposed to be done in the amount of time it takes for your prospective customer to come down from his/her office to meet with you as you sign in at their reception desk! (Can you believe we still see this happening?)

Nor should pre-call preparation be just be focused on finding out how much the prospective customer uses with their current supplier, in what volumes they order and how much they pay at the moment! Any salesperson can do that!

These are all important areas which we need to know about of course, but think about investigating some wider aspects of their business as a part of your discussion and you will reap the rewards in additional sales. For instance:

What is their business all about? Of course, you will have done your own preparation by checking out their website etc (won't you?). But often it is better getting your prospective customer telling you about their business. It very often uncovers additional gems of information, useful for us!
What is the complete range of their products and services that they offer their customers and why?
How is the business currently performing? Trends; Patterns?
What is their market doing? How are their competitors reacting?
So, how are they gearing up to deal with these challenges?
And, what future plans have they got as a business?

All pretty simple then, however if we get into the discipline of asking some of these more wider business type questions, you will be amazed at the amount of information that is volunteered back to you that can actually be turned into sales.

Not only for the short-term, for example in uncovering additional products and services opportunities that you may be able to capitalise on. But also because we have a clearer understanding of their long term strategy, it will mean that you will be able to spot those opportunities far earlier than anybody else, thereby gaining a competitive advantage for you and your company - and more business as a result!