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The Sales Book by Graham Yemm

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Pre-call preparation

Objectives

  • To understand why thorough preparation is essential and a key priority activity
  • To know what elements to cover in your pre-call preparation
  • To be able to approach your calls with confidence

Understanding

Preparation is key to making successful sales calls, whether on the telephone or face to face, initial calls or ongoing calls. Too many people moving into sales think that they can succeed through good interpersonal skills or by using their own personality without bothering to spend time preparing. They may get occasional results, but are unlikely to get consistent success. It is too easy to find excuses for not doing the necessary preparation. They do not see time doing the preparation as contributing towards ...

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