Pre-Call Planning

When you make any kind of sales call at all, you should have an objective in mind. Don't go into a call without a plan. If you're visiting with a prospect, take a few moments in the car to gather your thoughts and decide what it is you'd like to accomplish with this prospect.

When you enter the office, engage the receptionist. That person is the frontline of the company and the executive may ask her opinion of you. If there is a sign in book, look the book to see who signed in before you. You'll find out if they've been visiting with your competitors.

Your objective can be whatever you want it to be. If it's a first call, it might be to learn about what they are trying to accomplish and to determine if your services are a fit or to build rapport with the prospect.

Having a plan allows you to make the most of each call and best use of your time.