Prep Like a Pro: What To Do Before Any Sales Call
Audio • 38
Learning Objectives
- Evaluate and qualify prospects using a tailored pre-call strategy to maximise call relevance and conversion potential.
- Develop an "indoctrination sequence" to warm up prospects, build trust, and increase engagement before the sales call.
- Identify potential red flags in a prospect's behaviour and information to avoid wasting time on calls that are unlikely to result in a sale.
Lesson Description
This audio lesson focuses on the crucial steps to take before a first sales call. Business coach Robin Waite explains how to research prospects and gather key information about their needs, readiness to buy, and budget to ensure a good fit. He outlines the importance of an "indoctrination sequence," which involves a series of touch points like application forms and educational content to prepare the prospect and build trust before the call even begins. By listening, you’ll discover how improved preparation increases the likelihood of a successful sales conversation.
