Who are we trying to persuade to take action? What is the action we want that person or persons to take? What does that person need to know in order to feel confident in taking that action?

Planning the Sales Call

“You can’t get good at something you never do”

It often takes persistence and perseverance to get in front of a new prospect. Most sales professionals will call a prospect 2–3 times. Nearly half will follow up 4–5 times, and only the top 10% will make the 6–10 contacts necessary to get the business appointment. It is important to keep your name in front of the prospect.

A sales call is centered around 3 defining questions:
1. Who are we trying to persuade to take action?
2. What is the action we want that person or persons to take?
3. What does that person need to know in order to feel confident in taking that action?