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September 24, 2015 | Natalie Pitchford

Effectively prepare to maximize every sales call

ARE YOU WINNING OR… …JUST

WINGING IT?

“You were born to win, but to be a winner, you must plan to win, PREPARE to win and expect to win.”

- Zig Ziglar

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CSO Insights 2015 SPO Study Data

Salespeople’ ability to thoroughly research prospects prior to a call

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“Needs Improvement or Major Redesign"

Objectives for todayIs ‘winging’ it enough?

What are executive buyers paying attention to?

4 key steps in preparing for sales calls

When does preparation end?

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winging itTo improvise with very little preparation

© 2015 ValueSelling Associates, Inc. All rights reserved.

© 2015 ValueSelling Associates, Inc. All rights reserved.

What are the risks of winging it?Diminishes your credibility

Being perceived as irrelevant

Leaving things “on the table”

Being passed down the power and influence chain

Settling for mediocrity or just ‘getting by’

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PollWhat percentage of executive buyers think sales reps are unprepared for the questions they ask?

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© 2015 ValueSelling Associates, Inc. All rights reserved.

It’s not me!

What executive buyers think(about how well sales reps are prepared)

70% not prepared for the questions I ask

75% not knowledgeable about my specific business

76% cannot relate to my role and responsibilities in the organization

77% do not understand my issues and where they can help

78% do not have relevant examples or case studies to share with me

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Source: Forrester Research Inc.

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Key steps in preparing for a sales call① Do your homework - Background

② Be Relevant to your prospect

③ Identify what you don’t know

④ Have an “Ask” for next steps

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Step 1: BackgroundNews about the company

• What is their business?• What are their key objectives?• What is the overall state of their business or what is happening in their business? (Growth mode, losing market share, entering new markets/intro new products, recent announcements)

• Sources: Annual reports, search engine news, social media pages

What is happening in their industry/market?• Regulatory changes• New customer requirements• Competitive landscape• Source: Search engine industry/market news, social media pages

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Step 1: BackgroundOn the individual─ Why?─ Professional background─ Areas of interests─ Find common ground─ Sources: LinkedIN, local paper news

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Step 2: RelevanceAlign what you are selling to your prospect’s need

Articulate how your product/service can help to─ Generate new or incremental revenues ─ Enable cost savings

Give relevant examples of where you’ve had impact on other clients businesses

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Connect the dots!

Step 3: Identify what you don’t knowMake a list of the questions to ask your prospect─ About info you uncovered in your background prep─ Areas of priority, focus and timelines to uncover compelling

events─ Who else would be involved in evaluating your solution─ Timelines

Anticipate what questions may be asked of you

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Step 4: Have an ‘Ask’… A link to continue to develop the opportunity

Don’t leave without asking for something to move the opportunity forward─ Date for next meeting─ Intro/connection to others who will be involved in the process─ Next milestone that buyer needs to achieve

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Preparation simplified…

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PollWhen does preparation end?

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Key TakeawaysPreparation is not just for newbies – it applies even to the most seasoned reps

By being unprepared, you risk just getting by rather than maximizing each contact to win bigger

Executive buyers think only 20-30% of sales reps are adequately prepared to meet with them

4 key steps on preparing for calls1. Do your homework - Background2. Be relevant to your prospect3. Identify what you don’t know4. Have an ‘Ask’

Have a preparation routine/tool that you will use!

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“I’m just preparing my impromptu

remarks.”

- Winston S. Churchill

© 2015 ValueSelling Associates, Inc. All rights reserved.© 2015 ValueSelling Associates, Inc. All rights reserved.

Call to Action (aka My Ask)Find 1 thing from your prospect’s LinkedIN profile that you can use to ‘break the ice’ when you meet

Do a ‘news’ search on the company with which you’re meeting, find 1 business issue that you can help address with your solution

Prepare at least 2 questions for your prospect that will allow you to better position your solution

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Save the date!

Our next webinar will be on:

Your Checklist to Close Opportunities this QuarterOctober 15, 2015 | 10:00AM PDT

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Thank you!

Natalie Pitchford| Managing Partner, ValueSelling Associatesnatalie.pitchford@valueselling.com

+1 954 494 5537

www.linkedin.com/in/nataliepitchford