What are you doing this weekend?
You probably have some things planned. When I ask that question in training seminars, most people give very detailed answers: They’re going out to dinner, working in the yard, getting dressed up for a party, or taking the kids somewhere fun.
I almost never come across someone who responds “You know … I haven’t really thought about it.”
We plan the stuff that’s important.
Contrast that with the answers to these questions:
- On the last call you made to a prospect/customer, what was your specific objective for the call?
- Did you have the opening planned so you knew precisely what you were going to say?
- Did you prepare a voicemail message you were ready to deliver, velvety smooth and without hesitation, in case the person didn’t answer?
- Were your exploratory questions in order?
- When the buyer answered your questions, how prepared were you to respond to their remarks?
- What was your contingency plan in case things didn’t go as well as you’d like?
If you rattled off answers to each of the questions above without hesitation, I’d wager you do pretty well in sales.
But most salespeople I come across don’t have these answers at the ready. And when reps have trouble answering these questions, chances are there are quite a few “umm’s” and “uhh’s” in their calls.
I find it curious and interesting that many people put more planning into their weekend than they do their sales calls.
Put simply, sales success correlates directly to preparation. The more you prepare, the more confident you’ll sound on the phone, and the better the resulting conversation will be.
Being a superstar in sales, particularly on the phone, is not a matter of “smiling and dialing,” plowing through the names, or hoping that you’ll just so happen to stumble into someone ready to buy.
Don’t believe any trash about sales being a pure numbers game. Sales is a quality game — and without preparation, you’re not going to have quality conversations. The worst possible time to think of what you’re going to say to a buyer is as it’s already coming out of your mouth.
Review the questions listed above, and make sure you can answer them in advance of your next sales call, and every one thereafter.
You wouldn’t leave your weekend to chance. Prepare for your sales calls with the same care you make plans for your weekend, and enjoy your success — and your down time.
Editor’s note: This post originally appeared on Smart Calling Online and is republished here with permission.