In a sales call, why is it said that a call without preparation is a failure?
Planning and preparation is the first step in the sales visit process. It is mainly to prepare for the customer meeting to ensure that you can achieve the goals set for the day's visit.
Why is it said that a visit without preparation is a failure. I think this sentence can be said not only in the field of sales, but also in any line.
Can I get good grades in the exam without a lot of preparation and adequate preparation before the exam? Of course, there are not no such scholars, but very few.
If there is no adequate preparation and design before the speech, can the speech achieve good results?
If a trainer does not make adequate preparations and familiarity with the courseware before training, can he teach well?
It is the first time that a man and a woman in love are going to see each other's parents. If they are not fully prepared, how can they leave a good impression on each other's parents?
Doing Sales If you don't prepare well and effectively before the visit, imagine what your sales will turn out to be? Even if it is a successful sales, he will pay more attention to the preparations before the sales call.
In a sales call, why is it said that a call without preparation is a failure?
So what preparations should we do before visiting?
It mainly includes the following five preparations:
Set a visit goal for the day
Know ahead of time the lines of visits and customer information
Personal physical and mental preparation
Preparation of sales tools and materials
Preparation of product knowledge and business knowledge
In a sales call, why is it said that a call without preparation is a failure?
Let's talk about what these 5 preparations include?
- Set a visit target for the day
The importance of goals I think everyone should understand that life without goals is like a boat sailing on the sea, drifting with the current, never reaching the other side, and will only be submerged by the waves in the end.
If you do not set goals for yourself in sales, you will have no direction of action, then you will not be able to achieve good sales performance, and naturally it will be difficult to survive in the sales line.
So how do you set goals? There are three important points to focus on when setting goals:
Goals should be set in accordance with the SMART principle, which means that the goals set should be specific, measurable, attainable, relevant and time-bound.
Goal setting is not just about sales goals, but also other related behavioral goals, such as coverage, distribution, activation, promotion, tool placement, etc., because these behavioral goals are an effective path to support the achievement of outcome goals.
The setting of goals should refer to factors such as the current business progress, the focus of this month's work, and the actual cooperation with customers on the line.
In a sales call, why is it said that a call without preparation is a failure?
- Know the visiting routes and customer information in advance
The purpose of knowing the visiting route in advance is to better improve the efficiency of the visit on the day.
The purpose of viewing customer information is to analyze the possible needs and objections of customers and formulate solutions in advance.
If the customer has visited before, you can also review the notes to identify remaining issues that need to be resolved during this visit.
In a sales call, why is it said that a call without preparation is a failure?
- Prepare a good image and mental state.
Because salespeople represent the company and brand image, a good professional image can bring pleasure and professionalism to customers. It is easier to build trust with customers, and at the same time, it can make oneself more confident and have better on-site performance and performance.
The same is true for a good emotional state. I think most salespeople should have a similar experience. Due to various factors in the morning, the mood is not very good. It turns out that this bad mood will affect the whole day. Naturally will affect the performance of the day.
So are there any taboos on how a salesperson should dress?
Men's business image to avoid:
Avoid messy hair. Some sellers don’t like cleanliness very much. They don’t choose a head or a bath for a few days. The nails are very long, which can easily make customers disgusted.
If you wear a suit, avoid full buttoning of the suit, otherwise it will cause people to be restrained and stereotyped, and you have never seen the world.
Avoid untidy or wrinkled shirts, which will give the impression of being sloppy
It is also impolite to roll up the cuffs high.
Women's business image to avoid:
Avoid revealing clothing
Loose hair, splashy makeup, and long nails are not ideal for business meetings.
Different image dresses should be suitable for different scenes. If the ladies mentioned above are put on the dinner party and the stage, then it is very suitable.
In a sales call, why is it said that a call without preparation is a failure?
- Tools and materials to prepare for sale
That is, all kinds of necessary sales aids, which include customer information cards, product catalog price lists, promotional or distribution products (advertisement products), order forms, calculators, pens, work cards and so on.
These sales aids play a very important role in facilitating order fulfillment and improving store output. If the company doesn't prepare it for you, you need to prepare it yourself. Because these tools are there to help you effectively promote your business.
In a sales call, why is it said that a call without preparation is a failure?
- Preparation of product knowledge, industry knowledge and competitive product knowledge.
These knowledge should be involved in the unified training arranged by the company after the employee joins the company.
Of course, there are also some knowledge that you need to understand and learn by yourself. For example, you need to pay more attention to industry knowledge. You need to find a way to acquire knowledge of competing products. These are the most basic knowledge that sales staff must master. If you don't know even the bare minimum of these sales fundamentals, it's going to be difficult for you to sell.
So finally, to sum up again, the preparation before the visit mainly includes five items: setting visit goals, understanding visit routes and customer information, personal image and mental state preparation, visit tools and materials preparation, preparation of relevant sales knowledge, etc.
Good planning and preparation is the beginning of success!