#135 - Call Planning a Tactical Discussion

Call Planning - How do you Execute? This is the first of a series of podcast episodes where we will focus on sales tactics.  This week we discuss the call plan.  As has been quoted many times - "Failure to Plan is a Plan to Fail" - Ben Franklin.
This prompts the question - how come we often fail to plan for our sales calls?  How come each of those calls tend to look the same?
Many of the concepts discussed can apply to meeting planning and SME discussions as well.
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Questions Addressed How many of us fail to plan for their calls?
What's the difference between a template and a script?
What happens if you don't plan?
Key Takeaways Most folks fall into two categories when it comes to planning. Category 1 - The Plan Looks the Same - it's the same script. We have discussed the dangers of this approach.
Category 2 - They Do Not Plan - or, they wing it.

Catalyst Sale Call Plan Template Who will be there?
What are the general objectives?
What are the next steps?

Start with some key questions Who will be in the call?
What will they like to accomplish?
What do we want to accomplish?

What's the difference between a template & a script? A planning template provides guideposts and allows for creativity.
A script provides focused direction. 

A little bit of research goes along way.
Create clear call objectives One objective may be to schedule the next call 
Identify the potential objectives of the other person - They may also be interested in figuring out fit.
Don't try to close the deal on the first call (depending on the business you are in)

Focus on the customer first Take a service-oriented approach with the person on the other end.  
Do the research
Be clear about objectives
At the end of the call, both should feel like it was a good use of time. 

What happens if you don't plan? You may ask the wrong questions
You may make assumptions
You create risk 

Be clear about your criteria for succuss
Be respectful of your customer's time
Set expectations and execute
Call To Action How do have you applied the Catalyst Sale Call Plan to improve your call outcomes?
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 
Sales is a Thinking Process.