Do This Before Every Meeting

Pros don’t gamble, they strategize—and yet so many sales calls fail because there’s no real prep. Here's exactly how to prep, so you can walk into every call with confidence, insights, and a clear strategy to close.

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Too many salespeople, too many of you listening to this go into your sales calls unprepared. You don't think about what to do because maybe you're operating from an unconscious position when you need to be thinking consciously and prepare for your sales calls. Here's a quick way to prepare.

Make sure you research and find out what's going on in this industry. What are the pressures they're facing? What are the successes that can be leveraged? What's going on globally or domestically in the sector that that company is working on?

Next, the role. What things are other people in that role concerned about or working towards? What are some of the best practices? What are some of the big news stories around that role, whether it be a finance person or a sales person or an operations person that they should be thinking about? How is AI affecting their role? How is a lack of employers affecting employees affecting their role? What's going on in that role that might be causing pressure or is something they should be leveraging?

What questions should you be asking? Right? What questions should you be asking during their sales call?

And what's your plan? What's your plan what are you really hoping to accomplish in the sales call? And if you don't get your plan ‘A’, if you don't get the best case scenario, what's your plan ‘B’?

What is your next step? Always prepare for what your next step will be. What the next step is that you want what you'll ask for. That way, if you're not there to close the sale, you'll always be closing on the next step and you'll be able to move the deal forward.

Don't forget to check out: How to be Indispensable!