I shared a version of this checklist with my sales team the other day. I think you’ll find it useful if you believe a great sales conversation starts with remarkable preparation.
- Memorize your cold call scripts until you can deliver it in a relaxed conversational way.
- This script should have a clear assumption embedded in it on how you believe you can improve your prospect’s world.
- Prepare your favorite questions to bring out the real symptoms and consequences in evidence at your prospect’s site.
- Practice putting a cost on the type of problems that might exist in your prospect’s business.
- Prepare questions that really help you understand what your prospect regards as success.
- Build little spreadsheets of ROI logic for each deal above $5k.
- Always prepare well written re-cap documents before formal proposals.
- Constantly seek more knowledge about the technical capabilities of all your products and services.
- Understand all new products and why you launched them.
- Be aware of all key blog posts published by your company.
- Memorize key competitor key facts and be ready to explain that what they are good at is different to what you deliver!
- Keep a list of common issues impacting key managers within your industrial sectors.
- Understand all case studies within your sectors including any case studies you can recall to bring credibility to your sales conversations
- Memorize the top 20 companies in your sector and sub sectors.
- Understand the FAQs asked by your customers when implementing your products.
One of the key issues we find to be essential when scaling businesses is a repeatable set of processes and checklists within the sales process. Each sales professional needs mentoring to scale their business whether the team is three or 3003! If you want help scaling your business, reach out for a chat.