“It is typical for a rainmaker to spend three hours planning for a 15 minute sales call. Planning and practicing for two days to two weeks for a single call is not uncommon.”
How To Become a Rainmaker: by Jeffrey J. Fox, page 14
Chapter 5: Always Pre-Call Plan Every Sales Call
The nature of the entrepreneurial beast implies a bit of impetuousness. (I know from that which I speak.)
One of my favorite quotes from Tom Peters says: “It is amazing to me how many people in the oil business fail to get the message that in order to strike oil, one has to dig a hole.”
In layman’s terms, Tom is implying that in order for something to happen you have to do something. I must admit that I am not a textbook study in the planning process. I have learned over the years that “the plan” seldom materializes. But that is not the point.
General Eisenhower went on record to say: “The plan is nothing. Planning is everything.”
The truth is that the more planning you do, the better prepared you will be for the unexpected. Winging a sales call, or even a prospecting telephone call, is a recipe for disaster. The odds are just not with you in a world of unparalleled competition.
I am not suggesting that you plan for two full weeks, but I am recommending that you reintroduce you and your staff to the concept of homework.
It may not close the sale, but it certainly can’t do you any harm.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version. email@example.com