Sales Call Planning Guide

If your first client meeting isn't a smashing success, you don't get a second chance. In this e-book, you'll learn how top sellers build immediate credibility, maintain a customer focus and stand out from competitors.

Most importantly, discover what they do to get invited back for more meetings and ultimately the opportunity to win a big contract. In workbook form, you'll walk through all the steps you need to get ready for that very important first customer meeting.

In the e-book you'll discover:

• The essential pre-call research you need to do to plan an effective sales call.


• 5 key questions to identify opportunities where your product/service could have a positive impact on the customer's business.


• Why it's essential to plan the questions you want to ask before you go on the sales call.


• How to define the "logical next step" to advance the sale - and then how to set up your meeting to achieve that end result.


• Exactly what you need to do in the first 10 minutes of a customer meeting to position yourself properly.


• What to focus on for the majority of the first meeting to better understand your customer's business and to develop an on-going relationship.


• How much information to share about your own products or services on the first call.


• What you need to say and do to turn your desired next step into a reality.

Includes a simple-to-use Meeting Plan Worksheet for preparing an effective 1-hour sales call with a prospective customer.

Note: This information in included in Selling to Big Companies, Jill Konrath's bestselling book. If you already own a copy, you don't need this ebook.

$19.95 PDF