5 Reasons Pre-Call Planning Is Important Before The First Sales Call

Making calls for sales is the most important thing and is an important step. Many organizations are unaware of pre-call planning, and some do not consider it a necessary step. However, the reality is different as it is a crucial step you must consider, as it helps in increasing the odds of winning new customers. The five reasons for pre-call planning are listed here that you must take note of.

1.  Whether the prospect is worthy

There should be a specific reason to call a person who is not related to your product. Prospects are not keen on knowing about your product, which is why you face rejections. Also, they don’t want you, and if they liked your service, you would have received a call. The research will give you knowledge on whether the prospect is a good fit for you or you should avoid calling.

2.  Gives confidence to your approach

Many salespeople are not confident enough when they approach a client. Researching will help build the confidence level as it gives you reasons to call your prospects and discuss the opportunities. Now you have an aim and motive which didn’t exist before. With that, you can communicate with prospects confidently and answer if they ask you anything.

3.  Specific reasons to call the prospect

If a prospect is on your list, it does not indicate they would like to get interrupted by your call. The research will highlight circumstances and situations where your services and products may offer opportunities and solve the dilemma. So, you must specify the services you could do for the prospect, and the call should be different from all other calls, and should focus directly on the issue.

4.  More efficient prospective process

Some prospects want more details from you compared to others who are not interested in your business. They would want to know about opportunities and issues which point you in a unique direction. The research helps in determining the best use of prospective time and allows enhancing your overall efficiency. It enhances the effectiveness of your efforts and time.

5.  Making you a more valuable resource

Just imagine, if you haven’t researched and called the prospect directly, then you will lack confidence in discussing a topic or any other things. Here the chances of getting rejected are high, and you may not answer certain questions asked by the prospect. When you research, you gain more industry knowledge, making you a more valuable resource as now you have information regarding the marketplace. You can provide solutions through which prospects can overcome the issue.

Final thoughts

Hopefully, the five reasons are sufficient for you to understand why pre-call planning is important. By spending time wisely on every prospect, you can be more efficient and initiate better sales calls. It develops a good selling habit and prevents carelessness and shortcuts. In that way, you can also make a difference from others.

Adam Hansen

Adam is a part time journalist, entrepreneur, investor and father.