BRX Pro Tip: Prep Tips
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s chat a little bit about getting ready for a sales call.
Lee Kantor: [00:00:11] Yeah. I think a lot of times when you have a sales call and, especially if you’ve been selling for a while, you might be kind of just thinking, “Oh. I don’t have to prepare. I can just wing it. I know all this stuff, and I don’t really have to take the time to or the effort to really get ready for the sales call or for the meeting.” I think that people do get kind of lackadaisical when it comes to this kind of stuff. And it’s important to really treat each sales call as a special time because this could be an important sale for you, you just don’t know and don’t take anything for granted.
Lee Kantor: [00:00:47] So, I recommend going through your notes. And if you don’t have notes, start taking notes. But do some research on the company and the individual you’re meeting with. And I’m not saying to take, you know, hours and hours of time doing this kind of research, but even just a few minutes of time to see what they’re about, what makes them different, what makes them special, what are the things that are important to them. Try to anticipate what they might need and have it at the ready so you don’t have to come back with anything. And do you have any case studies or intel that might help the prospect buy or make your current client feel better about their purchase.
Lee Kantor: [00:01:25] Do some prep work, invest some time on preparation. It’s an area that a lot of people, especially if you’ve been in sales for a while, that you’re taking for granted, I guarantee it. And if you can create that beginner’s mindset, it’s going to be very helpful in this area. You might be able to really uncover some stuff that you might have just been glancing over because you thought you didn’t have to kind of dig a little deeper. And then, after your call, review your notes to make sure that all the action items that you talked about are completed before your next meeting and that’ll help you as well. But invest some time on preparation. It’ll pay off in the long run.
