The Boy Scouts have this one right, for sure, among many other things: Be Prepared. If you have two equally talented boxers, the one who has trained longer and harder will win. Take two equally talented baseball teams or football teams or any other team sport, the most prepared team has the advantage every time. If you want the advantage in sales situations, it’s very simple – BE PREPARED.
In terms of making EFFECTIVE prospecting calls this is what we mean by PREPARATION:
A. Set an APPOINTMENT WITH SUCCESS in your calendar to make at least 90 minutes of focused, effective calls for meetings at least four times weekly.
B. Do the research to know the following:
- Which companies you will be calling
- Who, specifically in those companies, you will be calling
- Title and or position of everyone you will be calling
- Which vertical market(s) you will be calling into
- How that vertical makes money
- What the key documents are within that vertical
- Buzzwords or vertical market vocabulary
- At least three references of customers you have sold to within that vertical market
- A well-practiced “sales success” story that contains the COMPELLING reason(s) your prospect will accept your meeting
C. Make sure you have your calendar opened and know what dates and times you will be asking for meetings to start at.
D. Start with a POSITIVE, professional attitude.
E. EXPECT to be successful.
F. Make a “WARM UP” call to your manager or to your voice mail to practice that vertical market call.
G. SMILE and start making calls.
H. Review your call session and results. Seek to improve your calls and results by carefully assessing your call and your results.
Professionals always prepare…it’s what makes them professionals. Imagine Tiger Woods or your favorite golfer stepping up to the first tee without having practiced and prepared for a tournament. How well do you think they will do? Even extremely talented people have to PREPARE to compete at the topmost levels. Talent won’t make you more meetings without practice and PREPARATION, so prepare and make more money.
-Kate Kingston, The Kingston Training Group