|
  |
|
|
PreCall Planning!
By Sophia Ramos of Always A Pleasure
Pre-call planning is essential to sales success today as it is at the core of solution selling sales strategy. This approach stresses a high comfort level between the sales rep and the prospect as essential to the sale.
It enables:
Insight to the prospect's concerns,
key decision makers,
business agenda,
budget requirements,
establishes a solid understanding on company issues (allowing you to have facts to build a productive conversation on)
ensures calls are productive for both parties from the start.
The ONLINE experience is a positive change in the pre-call planning phase due to the fact that it enables better, faster and more pertinent information stored in a central location that is readily accessible, making it less time consuming than traditional networking. What it means for the bottom line is a faster closing at a lesser cost. There are three steps to pre-call planing success
1. Find the best sources-- industry associations, company sites, news outlets, online business information and so on. Then make an informed decision on which would do the most for you in the least amount of time. Use technology for efficiency considering all the benefits offered by each resource. For example, online business information resources provide comprehensive, flexible output and current information that is always available as it is online. Mobile devices and p.d.a.'s allow anytime any where flexibility. CRM integration makes it possible to use custom data feeds which can in turn power the in-house sales platform, automatically!
2.Find out what you want to find out. Seek out specific answers rather than general information. For instance, you could research your prospect's market strength, the company and industry's top business concerns and the position that the company is in to handle those issues. And let's not forget to find out the key decision makers for the company.
3.Find ways to find information faster. Learn to use information sources quick and efficiently by using tools such as list builders and using sources with downloading capabilities, news alerts and mobile access and so forth.
Look for people
Analyze the structure of the employees- including the number of employees and the turnover rate. Name the key decision makers with access to more information and the relationship that these decision makers have with other companies or industries.
Company
Analyze the company's financial statements including sales, demographics and fluctuations in sales revenue. Find out competitor information with a ready made comparison to the prospect's information. Stay current on the news about recent products or developments, stock information, IPO's, the company's rank in the industry and any growth or decline in the recent years.
Online business information resources means that there is one site where you can find company information, contracts, influencers, industry news, press release, financial figures and structural information. More specifically are email alerts regarding clients, custom news searches, downloadable information to p.d.a's, the ability to execute searches and more. In summary, if ABCompany feels the effects of a shrinking market and sales representatives are not prepared to efficiently gather information about prospects. Then ABC has a major issue in their hands. To make the tables turn, ABC must implement OBRIC, which is comprised of online resources and tools used to reverse the response received from the situation at hand. This means faster closings, in less time and a higher rate. Learning how to find the best sources for business information and thus mining them effectively for quality information allows, you to complete the job in minutes as opposed to hours. The key is to be PREPARED!
|
|
 |
|
PLEASE VISIT THE CONTRIBUTOR'S WEBSITE
No reactions yet.
Please login or sign up to rate this intel.
Please login or sign up to add a comment.
The copyright for this content entitled "PreCall Planning!" has been specified by the contributor as:
All Rights Reserved
This content may not be copied, distributed or adapted by anyone under any circumstances.
|
|
|
This intel was contributed by ®Sa
®Sa
|
May, 2012
2008
January, February, March, April, May, June, July, August, September, October, November, December
2009
January, February, March, April, May, June, July, August, September, October, November, December
2010
January, February, March, April, May, June, July, August, September, October, November, December
2011
January, February, March, April, May, June, July, August, September, October, November, December
2012
January, February, March, April, May
|
|
Not a member yet?
Qondio is a powerful network for making it online. If you have a website to
promote, we can help.
Sign up and get in on the action.
|
|
Welcome to Qondio! Discover the awesome power this network can deliver by going to our About page. Or you could skip straight to the Sign Up form.
|
|
