Call planning is an important part of any successful sales strategy. It allows sales representatives to effectively manage their time and resources, while maximising the potential to close new deals. By creating a plan for each individual call, sales reps can ensure that they are making the most of their time, and that their efforts are focused on the most qualified leads.

The first step in creating a call plan is to identify the purpose of the call. What is the goal? Is it to introduce a new product or service, or to follow up on an existing relationship? Knowing the purpose of the call will help the sales rep determine which prospects are the most likely to be interested in the offering.

Once the purpose of the call is identified, the next step is to create a list of qualified leads. This can be done through research, or by utilising existing customer databases. The goal is to find customers who are most likely to be interested in the product or service being offered. Once the list of qualified leads is created, the sales rep can begin the process of creating a call plan.

When creating a call plan, it is important to have a clear set of objectives. What are the desired outcomes of the call? Is the goal to generate more leads, close more sales, or simply to have a friendly conversation? Having a clear set of objectives will help the sales rep focus their efforts and ensure that the calls are productive.

Once the objectives are set, the sales rep can create a timeline for the call. This timeline should include the expected duration of the call, as well as any questions or topics of discussion. It is important to leave enough time for the customer to ask questions or provide feedback, as this can help build trust and rapport between the two parties.

Finally, it is important to create a post-call follow up plan. This plan should include activities such as sending thank you notes, making follow up calls, or scheduling future meetings. Developing a post-call follow up plan is important in order to keep the conversation going and ensure a successful close.

By following these steps and creating a call plan for each individual call, sales reps can ensure that their efforts are focused and that their calls are productive. By taking the time to create a well-thought-out call plan, reps can maximise their potential to close new deals and increase their sales.

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