Sales Call Planning Template
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Pre-Sales Call Planning Template
All salespeople will be aware of how important it is to use the limited time you have on sales calls to your advantage. Unfortunately, it’s very easy to get slowed down and go off-topic during discussions with prospects. To help your sales conversations stay on track and street them in the right direction, our team of sales experts has developed this helpful planning template to use when preparing for sales calls.
What’s included in the sales call planning template?
The ‘Cast of Characters’ section
It is vital for salespeople to fully understand the roles of all attendees on the call. You need to know their names, their responsibilities, and the impact they are likely to have on the deal. In the Cast of Character section, you should record notes on everyone involved.
In addition to this, salespeople need to keep track of their own relationships with each attendee. After all, there is nothing worse than introducing yourself to someone you have already met. An error like this can make you seem thoughtless and uncaring, rather than someone who actually wants to add value for prospects. In the planner, you will see boxes that indicate how well you know each of the attendees, with boxes for explaining how/when/if you met before and indicating if you are connected with them on LinkedIn.
The ‘Selling Side’ section
Here is where you should record any insights from your pre-meeting briefing with all salespeople involved in the deal. Filling out each of the following sections will ensure you are as prepared as possible for the upcoming discussion.
- Relationship issues
- Business issues
- Roles/responsibilities
The ‘Goals for call’ section
This section will help you keep on track and organised. These goals should be pre-agreed with all attendees, to avoid wasting time and going off-topic.
The ‘Key questions to ask’ section
You must think carefully about the questions you will ask during sales calls. The trick is to gather all the important information and keep prospects talking, rather than bombarding them with a boring sales monologue. Try to understand your prospect’s pains and problems, and how you can solve them. Plus, address any potential roadblocks that might prevent a decision from being made or mean the prospect chooses another offer.
For the full template, with everything you need to perfect your sales calls, please download the full template for free.
Training sessions for sales professionals
For those of you who want a little more information than you can find in our sales call template, we also offer a full list of in-person training sessions. These cover everything from how to approach sales calls, with practice sessions and expert advice, to comprehensive sales strategy training and much more. For all the details on everything Sandler UK can do to elevate your sales please don’t hesitate to get in touch with our team.
