The third step in the ten steps to becoming a Sales Superstar is Preparedness. The best salespeople are always prepared – like the boy scout motto. What is so important about preparedness? It shows the customer that you are ready to talk about important things rather than the typical push the sales agenda on the customer.
There are two primary issues covered by being prepared. The first is to have a call plan. The second is to do your research on a customer BEFORE arriving at their office.
I know you have heard all about call plans. I have also heard all the excuses as to why most salespeople do not use call plans. Things like: It takes to much time; the call never goes like the plan – so why make one; the only reason I’m asked to do it is for my micro-managing boss; and the call never goes the way I plan it so why bother? These quotes usually come from the bottom 80% of sales people – not the top 20% and never come from the sales superstars that I’ve worked with during the years.