Emergency PREP Sales Call Planning Framework

68% of Salespeople admit to preparing for sales meetings in their cars. Do you think the customer can tell?

According to Brainshark, 68% of sales people prepare for their sales meetings in their car. This implies that an inadequate amount of planning is being performed by the majority of salespeople for their customer meetings.

The Need for an Emergency Sales Call Planning Framework

Any good sales methodology will show a sales person how to prepare for a sales meeting, and the preparation to be done depends on where the prospect is in their purchasing process. However, sometimes you just don’t have the opportunity to plan properly. A number of the 68% of sales people have said they are preparing in their cars because they have no alternative. The lead was just passed to them, or they’ve just not had time to prepare. So for those situations, here’s an emergency planning framework for when you only have limited time and opportunity to plan.

There is a clear link between pre-meeting planning and sales success. Sometimes we don’t have the opportunity to prepare adequately for sales meetings. In those situations use the Emergency PREP Sales Call Planning Framework in order to fill the most important gaps in the time you have available.

Emergency

Once you have realised that you need to do some emergency planning, ensure you do whatever you can to buy 30 minutes of quiet time with access to the internet! Cranfield University has demonstrated the clear link between pre-meeting planning and sales success. It’s time to close the car door, turn off your phone and get out your Emergency PREP Sales Call Planning Framework.

PREP

• Process
  Where are they in the buying process? This is singularly the most important question you need to answer before you go in. It tells you what the prospect is expecting from you. Are they early in the process and so will be happy answering questions? Are they late in the process and so will be expecting details of a solution?
• Reality
  What’s the reality of their situation? Make sure you know as much of their situation as you can. Get the gist of their situation, as not having this information will reduce your credibility and effectiveness.
• End
  What do you want to achieve by the end of the sales meeting? What do you want to achieve by the end of the whole buying process? What’s your end in mind? You’re less likely going to achieve your goals if you don’t know exactly what they are. So be clear on your sales goals.
• Purpose
  What’s the purpose of the next sales meeting? In the case of emergency planning, you need to know what the propose of the next meeting is, so ensure you can agree it with the customer.

Wright Solutions help companies to sell more by improving the performance of salespeople, sales leaders and the sales organisation. We do this by designing and delivering bespoke sales training, in field sales coaching and live business simulations.

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