When making sales calls, one crucial factor stands out above all: pre-call planning.

You should prepare for your telephone sales calls just as meticulously as you would for in-person presentations. Many calls fail due to insufficient planning, with numerous salespeople making calls and then trying to handle the conversation on the fly. This approach is ineffective!

Before the end of today, identify the companies you plan to contact tomorrow. Determine who you need to speak with, ensuring you have the correct spelling and pronunciation of their name, and, if possible, obtain their direct phone number.

By doing this, you increase your chances of speaking directly with the intended contact. If you can’t reach them, leave a distinctive voicemail message that encourages a return call or sets the stage for your follow-up.

Tip:

Consider using the early morning strategy. You might be surprised at how many decision-makers answer their own phones during the early hours.