Are You In Group 1, 2, Or 3?

By August 30, 2010Planning

(Note:  If you happen to be a mentor or sales manager, please do your “mentee” or team a favor and pass this along.)

Sometimes, stating the obvious is nothing more than that; merely verbalizing what everybody in the audience already knows.  Sometimes, something is obvious to the speaker/writer, but is genuinely a novel concept for the audience.  Sometimes, everybody already knows, but only a few actually practice the best practice.

Plan every sales call in writing.

Are you in group 1, 2 or 3?  Most are in group three.  If you’re a seasoned veteran, humor me, and plan the next few calls in writing.  The exercise of creating a call plan that can be read and revised is a valuable, BIG deal.  No…  The exercise of creating a call plan that can be read and revised is a valuable, HUGE deal. Something written, can be revised and improved.  Something written screams to be revised and improved.

Following  is a simple outline.  (Right click here and “save link as” for an MS Word version.)

August 30, 2010 (today’s date)

  • Who: The attendee(s) of the meeting)
  • What: (In general, what the meeting is – e.g., First call, status meeting, etc.)
  • When: (Day, start time, end time, extra slack time available before and/or after)
  • Where: (Location & setting – e.g. prospect’s office, conference room, restaurant, etc.)
  • Why:
    • My objective – What I want the other person to agree to do
      • The best than can happen
      • The worst that can happen
      • The most likely outcome
    • Each of the above must be a brief, clear declarative statement – one sentence max
    • This is the most important component of the Call Plan
  • How: (e.g., Verbal only one-on-one call, PowerPoint presentation, review documents/proposal, fill out a questionnaire, etc.)
  • Major Points: (Normally should be limited to a maximum of three major topics all of which contribute directly and substantively to the “Why” of your call plan)

Simple outline?  Yes.  Easy to do?  Most times, yes.  Sometimes, no.  Now and then, a real challenge.  When completed, a  powerful contributor to a better call?  Always.  JUST DO IT!!!

Join the discussion 2 Comments

  • Stone Payton says:

    I kept 6 honest serving men — They taught me all I knew . . . Their names were What, Why, When, Where, How , And Who.

    I probably butchered it a bit, but hey it still ryhmes, and therefore I still remember it, huh? I learned it from my mentor Steve Brown — and I believe he credited Rudyard Kipling.

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