Sales Call Planner Appointment Scheduled for $($date$)$: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Call to: Com. Name: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ New Account Existing Account

Contact$($s$)$: Name: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$Position: $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$Phone #$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Com: Rep. Name$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$Position$\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$

Call Objectives: $($as you will convey them to the customer$)$ Goal: $($your ideal and minimum outcome$)$

Potential Objection$($s$)$: Objection Type: Strategy to Overcome$/$Handle Objections:

Customer Needs Analysis $($C$.$N$.$A$.)$

$($use same process for presentation and closing stages$)$

Tip $-$ Remember what you say or ask sets you up for what business you are in and you are in the biz of creating value for your customer$($define what biz you are in as it impacts the questions you will ask and your entire approach$)$ Inquiry

$(1-2$ provocative questions

you are prepared to ask$)$

Example What provocative question will you ask to create new thinking?

Advocacy

$($an example$/$story you are ready to share$)$

Example the ABC story $($where you solved THE problem for your customer, the XYZ story where you$/$your company leveraged THE opportunity for your client$).$

Trust

Need

Want

Can Afford

Timing

Buying$/$Success Criteria

Next Steps $($what commitment do you seek$)$

Company Research

Industry and Target Market Research

Customer Needs Analysis $($C$.$N$.$A$.)$

$($use same process for presentation and closing stages$)$

Inquiry

$(1-2$ provocative questions

Tip Remember what you say or ask sets you up for what business. you are in and you are in the biz of creating value for your customer...$($define what biz you are in as it impacts the questions you will ask and your entire approach$)$

you are prepared to ask$)$

Example $-$ What provocative question will you ask to create new thinking?

Advocacy

$($an example$/$story you are ready to share$)$

Example the ABC story $($where you solved THE problem for your customer, the XYZ story where you$/$your company leveraged THE opportunity for your client$).$

Trust

Need

Want

Can Afford

Timing

Buying$/$Success Criteria

Next Steps $-($what commitment do you seek$)-$