Pre-Call Plan

By Mike Philie
In May 31, 2012

OK, you’ve been chasing this prospect for some time now and finally secured that meeting. The voice mail messages are too numerous to even count them. So you’re outside their office and ready to go in and put that smile into action. Question for you, what’s the plan? Based on what you know so far how do they fit your best client profile, what do you know about their business, their issues and their company? Oh, you’ll find out during the meeting? Good luck with that.

Too often I hear this scenario being played out in a town near you. Not your company of course but your competitors. Client acquisition and new business development is a big deal and shouldn’t be taken lightly. As the sales manager or owner of the business you should be making sure that your reps have prepared for these calls and are ready to represent your company in the best way and give your business its best shot at success.

So here’s the question…”How do you make sure your reps are prepared when they walk through that prospects door? Would like to get your feedback on this, as organic growth is hard enough to come by these days.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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