1. Effective Sales Planning
Your Name

2. Objectives At the end of this session you will:
Be able to explain the importance of planning a sales call
Use a set agenda for making sales calls
Be able to question customers effectively and gather the correct information at the point of enquiry
Recognise the difference between the tasks you carry out that generate sales and those that are time wasters
Have developed solutions to time wasting issues and developed a plan to provide time to focus on generating more sales

3. Failing to Plan is Planning to Fail!

4. Gathering Useful Data Effective questions Listening Take notes
Summarising

5. Funnel Technique Background Questions OPEN Probing Questions
Confirming
Questions
CLOSED

6. “Even the shortest pencil is better than the longest memory.”
Taking Notes
“Even the shortest pencil is better than the longest memory.”

7. Sales Planning - Checklist
Sales call agenda – Use!
Effective questions –
Funnel technique, open/closed
Active listening
Take notes
Summarise

8. Me Management Time Saver
Action
Consequence
Start by
Results (review with Manager
Deal with customer requests that are outside my current patch over the phone, or arrange to deal with them at a later time.
Less time wasted by not driving from one place to another solving minor issues.
Immediately
Completed more sales visits and generated more sales.
Action that you are going to take to help provide more time for generating sales.
What will happen as a result of you taking the action.
When you will start the action.
The result that the action has had on you. This will be reviewed with your line manager.

9. Objectives At the end of this session you will:
Be able to explain the importance of planning a sales call
Use a set agenda for making sales calls
Be able to question customers effectively and gather the correct information at the point of enquiry
Recognise the difference between the tasks you carry out that generate sales and those that are time wasters
Have developed solutions to time wasting issues and developed a plan to provide time to focus on generating more sales