Most deals are won or lost before a sales pro ever picks up the phone.
The difference between success and failure often comes down to preparation. Customers crave the opportunity to speak with someone who understands their business. Data from Salesforce shows that merely 51 percent of companies have an understanding of their needs. Ensuring that you are prepared can be the differentiator to standing out from half of your competition.
To help you stand out in a crowded marketplace, we’re sharing our pre-call planning checklist that we consult before every sales call.
By following this checklist, you can:
- Customize your offering to the buyer’s specific interests and pain points.
- Lead the conversation as an expert guide.
- Create standards and expectations to guide you through the entire sales process.