Have you ever gone into a sales call totally unprepared? Be honest now! I know I have found myself winging it on a hope and a prayer a few times and I have to say…the feeling is uncomfortable.
Isn’t it better to take the time to do your research on your customer or prospect and plan the items you would like to cover during this conversation.
How many of you who coach sales team members have found yourself in a call during a ride-along without knowing what your objective of the call is and what your roll during the call should be? This is why the pre-call plans are important for your team’s success. It is a best practice of the top performing sales teams.
This video is an except from our on-line video course and covers this great practice.
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I wish all of you Good Coaching and Good Selling!