Sales Planning
Garther information about caller and company background.
Research what prospect wants to accomplish.
List prospect contacts who will be involved in decision making process.
Initiate contact: 'sell the meeting'.
Before Interview with Prospect
Look for additional information such as in trade magazine articles.
Call referral source to thank and gain information about "lead".
Use additional "network" contacts and other relationships.
Find other people who might know about the company.
Find industry contacts to give background information.
Gather samples of our work.
Prepare reference list including names and phone.
Prepare written material as necessary such as business cards or brochures.
"Role-play" the discussion with another partner.
Determine what prospect wants to accomplish as a result of using your firm's services.
Determine what benefits might be of interest to the prospect and shape your firm's services.
Develop responces to objections.
Send a confirmation of the meeting.
Make sure to get to meeting on time.
Interview with Prospect
Get ideas for small talk.
Prepare transition including thanking prospect, expressing interest in working with them and stating the purpose of the meeting.
Keep a positive attitude.
List three things that differentiate you and your message in a positive way from your competition.
List three reasons that explain why you're unique.
End with a question or statement that will either close the deal or move the sale along in the right direction.

Sales Checklist

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