2. Chapter 8
Planning the Sales Call Is a Must!

3. 8 Chapter Strategic Customer Sales Planning—The Preapproach
The Prospect’s Mental Steps
Overview of the Selling Process

4. Strategic Customer Sales Planning—The Preapproach
Strategic problem solving involves
Strategic needs
Creative solutions
Mutually beneficial agreements
Customer relationship model

5. Strategic Customer Sales Planning—The Preapproach cont…
Reasons for planning the sales call
Builds confidence
Develops atmosphere of goodwill
Reflects professionalism
Generally increases sales

6. Strategic Customer Sales Planning—The Preapproach cont…
Elements of sales call planning
Determining the sales call objective
Developing or reviewing the customer profile
Developing a customer benefit plan
Developing the individual sales presentation based on the sales call objective, customer profile, and customer benefit plan

7. Strategic Customer Sales Planning—The Preapproach cont…
Always have a sales call objective
The precall objective
Focus and flexibility
Making the goal specific
Moving toward your objective

8. Strategic Customer Sales Planning—The Preapproach cont…
Set a SMART call objective
Specific
Measurable
Achievable
Realistic
Timed
Customer profile provides insight
Customer benefit plan: what’s it all about?
The sales presentation is where it all comes together

9. The Prospect’s Mental Steps
Attention
Interest
Desire
Conviction
Purchase or action

10. Overview of the Selling Process
Get the prospect’s attention and interest by having the prospect recognize a need or problem, and state a wish to fulfill the need or solve the problem
Uncovering and answering the prospect’s questions and revealing and meeting or overcoming objections results in more intense desire
Desire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems

11. Summary of Major Selling Issues
Careful planning of the sales call is essential to success in selling
Planning builds self-confidence, develops an atmosphere of goodwill, creates professionalism, and increases sales
Sales call planning
Have a sales call objective that is SMART
Develop or review the customer profile
Develop your customer benefit plan