You are always busy trying to get the next order so planning sales calls may not be at the top of your list. But, research shows that those sales makers who take the time to do some planning are more successful than the ones who don’t.

Since you’re so busy let’s keep this simple. Before you go on your next call think about answering some of these questions or all of them. Give it a try and see what happens. Then... tell me what you think.

  •  What is the legitimate business reason for the call (from the customer’s perspective)?
  • What key messages will the attendees walk away with as a result of the call?
  • What questions are you going to ask?
  • What questions should you be prepared to answer?
  • What will you get the customer to commit to as a result of the call?