sales call plan
TRANSCRIPT
Source glasbergen.com
...now that we have the joke out of the way, on to...
SALESfry.com
Wednesday, November 5, 14
Sales Call Plans
Why a Sales Call Plan?
...if you fail to plan, you plan to fail
1. stay focused
2. do your homework
3. assess the outcomeSALESfry.com
Wednesday, November 5, 14
Sales Call Plans
objective
SALESfry.com
To find the key decision maker on the account.
orTo pitch for an upsell.
orTo introduce my_company in a cold call on the phone and seek appointment to
meet.
Wednesday, November 5, 14
Sales Call Plans
history
SALESfry.com
1. They had done a successful free trialmaker on the account.2. The key influencer,GM is a golf buddy ofcompetition’s CEO!
Wednesday, November 5, 14
Sales Call Plans
openingstatement
SALESfry.com
I understand that your team had a verysuccessful trial with our product.How do you suggest we start with 100 licenses?
Wednesday, November 5, 14
Sales Call Plans
SALESfry.com
OBJECTIONWe need 24x7 support.Whereas you are only
offering a 5 day support for 16 hours a day.
REBUTTALWe do offer 24x7 support for our corporate plans.I can discount some of
the difference.
plan rebuttals vs.objections
Wednesday, November 5, 14
Sales Call Plans
review
SALESfry.com
Objective achieved.Did not rebut well on
the API flexibility enough though.
Wednesday, November 5, 14