Planning the Sales Call

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Planning the Sales Call

• Begin with the end in mind

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Goals-Actions-Results
RESULTS
GOALS
ACTION
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Goals

• What is a goal?
• the purpose toward which an endeavor is
  directed-an objective
• Two types of goals
• Strategic-
• Big picture plans we want to achieve
• Dreams we want to turn into reality
• Tactical-
• Specific in nature
• Require attention to execute

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Goals

• Specific (quantity and time)
• Measurable
• Realistic (attainable)

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Actions

• Goals lead to actions!
• SellingAction-oriented task
• Each goal you set leads you to the next action
  you must undertake.
• Actions include
• Communicating with prospects
• Doing presentations
• Objection handling
• Asking for orders

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Results

• Without results, you have nothing.
• Results are both tactical and strategic
• They are attained continuously throughout the
  sales process.

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The Plan

• What you plan to do NOT what you guess the
  prospect will do.
• Everyone does their own
• Choose what you want to sell and to whom

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Steps to Success

• Product Knowledge
• Market Knowledge
• Industry Knowledge
• Specific Prospect Knowledge
• Gather and analyze information (qualify).
• Identify possible needs (qualify).

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Steps to Success

• Construct your table of needs/features/benefits
• Set your objectives
• Develop your SPIN questions to uncover needs
• Plan and write how you will respond to objections
• Develop your proofs and visual aids
• Complete your approach and closing scripts

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Assignment 1

• What are you selling and to whom?
• What are their possible needs
• What are the features of your product that
  produce the benefits that match those needs
• What are some of the road blocks to a successful
  sale? (Objections, competition, etc)
• Who did you interview and how did they help?

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Assignment 2

• The Approach Plan
• The first 50- 100 words as you enter.
• NOT your entire plan
• Plan one for each personality type
• Profession Introduction
• Gain Attention
• Build Rapport
• Transition into needs discovery

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Assignment 3 - Questions

• SPIN question sets (at least 10 questions)
• Situation
• Problem (s)
• Implication
• Need payoff
• Label each question S, P, I, or N.
• Related to the product you sell and the
  situation.
• Used to uncover your assumed needs as listed in
  assignment 1!
• I recommend SSPIPIPIPIN

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Assignment 4 - Closing Plan

• The three objectives for the sales call
• Script of the actual words you will say to ask
  for the business.
• An anticipated objection and your planned
  response.
• Transition to next closing statement if first one
  results in a stopper objection.
• Transition to next closing statement if second
  one gets a negative response.
• Total of three to match your objectives.
• Transitions are validation

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Grading

• Based on
• Convincing plan will actually win the sale
• Good research
• Well presented
• Creative solutions
• Correct grammar and spelling