DOJO
Let’s prepare for a sales call. This includes researching, visualizing and anticipating potential customer responses. We’ll talk about working with, and not against, a customer’s emotional state at the time of the call. Plus, let’s look at a sample script preparation that you might use for your next sales call. Most importantly, remember that this is a journey you are taking together with your potential customer - a journey in which the customer can discover your product and fully understand and embrace its benefits.
Note: This exercise is intended for individual or team sales agents as a way to practice and reinforce learning. Incorporate this practice into your day and, if possible, into your ongoing sales work. This practice shouldn’t take you more than 10-15 minutes a day. Good luck and have fun!
Introduction: Imagine you are technically prepared for your call - you have researched the business in advance, and you already know about the typical challenges you can expect in this calling context. Now, it is time to mentally prepare. An Olympic skier will visualize their successful descent down the slopes before moving. You can visualize a successful call in which you 1. listen to understand (ask first) and potentially 2. provide valuable answers to questions directed to you. Remember that success for you as a sales "athlete" is defined by taking positive steps forward on your journey together with your prospect, regardless of when (or if) the person buys.
Step 1: Imagine what situation and mood your prospect might be in when you call. Where might she be located? At the office or at home? Is she having a moment of concentrated work or is she distracted and multi-tasking? Remind yourself that you have no control over her state of mind but that you can always “be like water” and adapt your answers to her attitude once you are in the call.
Step 2: Based on your previous interactions, what questions do you think she might have for you today? Prepare 1 or 2 answers or extended answers (if you already gave an answer before) to previous inquiries. In this way you can show her that you care and that you remember about her inquiries.
Step 3: Decide upon your opening line. Consider also (in relation to step 1 too) what her reactions may be to this opening. Prepare a few potential answers.
Step 4: Take a few deep breaths and remember that you are, first and foremost, making a connection with another human being. Whatever it is you are selling might be important, but never more important than your connection with that other person. Treat them with the same respect and professionalism that you yourself would appreciate from a fellow human being.
Goal for the week:
Tuesday: practice “Visualize before calling” for 3 sales call today
Wednesday: practice “Visualize before calling” for at least 4 sales calls today
Thursday: practice “Visualize before calling” for at least 5 sales calls today
✅Would you like more insights and practice for sales call preparation? Have a look at the video “How to Prepare and Debrief”