How To Prep For Your Next Sales Call

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1. 0:36

   that you should be able to get done in under 10 minutes. Before we get into what you should be preparing, let's talk about the two biggest pitfalls that salespeople fall into when they're prepping for a sales call. The first is they feel like they need to know everything about their prospect and their prospect's business. “So they'll spend a ton of time reading the company's 10k and stalking their prospect on LinkedIn” and listening to four different podcast interviews that they did. And the problem with this is it actually, one, stifles your curiosity on the sales call, but two, your head's going to get muddled and jumbled with all of this information as opposed to just getting to the problems that your product actually solves.

   In Account research timeboxing

2. 3:11

   and phrases they use do they talk really fast or they talk really slow because I'm likely going to take that into account when I'm having a conversation with them. And then the last piece here is I want to look for things that are going to give me an advantage in this meeting. And so for me, there's usually like three things that I'm looking for. I want to understand. Hey, do we have mutual connections? “I'll usually look on LinkedIn for this.” Do I have someone that I know well that can reach out to this person before we meet and put in a good word I might also look for is anywhere that they've worked somewhere that I've sold to before or somewhere that uses the product that I sell and then if I can't find anything there, I'm also going to look for something that we have in common that I can reference to try to build a connection.

   In Social selling