The document outlines a sales call plan emphasizing the importance of preparation and focus. Key elements include setting a clear objective, understanding the account's history, and planning for objections and rebuttals. It also provides a specific example of a sales approach and the importance of reviewing call outcomes.

1. Hi, Salespeople!...I’m Rudhir
! Sales Call Plans
Rudhir Sharan
Wednesday, November 5, 14

2. Source glasbergen.com
...now that we have the joke
out of the way, on to...
SALESfry.com
Wednesday, November 5, 14

3. Sales Call Plans
Why a Sales Call Plan?
1. stay focused
2. do your homework
3. assess the outcome
...if you fail to plan, you plan to fail
SALESfry.com
Wednesday, November 5, 14

4. Sales Call Plans
SALESfry.com
typical
call
plan
Wednesday, November 5, 14

5. Sales Call Plans
Specify a
clear call
objective
SALESfry.com
Wednesday, November 5, 14

6. Sales Call Plans
objective
SALESfry.com
To find the key decision
maker on the account.
or
To pitch for an upsell.
or
To introduce my_company
in a cold call on the phone
and seek appointment to
meet.
Wednesday, November 5, 14

7. Sales Call Plans
meeting
& people
details
SALESfry.com
Wednesday, November 5, 14

8. Sales Call Plans
quick
history
on the
account
SALESfry.com
Wednesday, November 5, 14

9. Sales Call Plans
history
SALESfry.com
1. They had done a
successful free trial
maker on the account.
2. The key influencer,
GM is a golf buddy of
competition’s CEO!
Wednesday, November 5, 14

10. Sales Call Plans
set the
tone of
the
meeting
SALESfry.com
Wednesday, November 5, 14

11. Sales Call Plans
opening
statement
SALESfry.com
I understand that
your team had a very
successful trial with
our product.
How do you suggest we
start with 100 licenses?
Wednesday, November 5, 14

12. Sales Call Plans
plan
rebuttals
vs.
objections
SALESfry.com
Wednesday, November 5, 14

13. Sales Call Plans
SALESfry.com
OBJECTION
We need 24x7 support.
Whereas you are only
offering a 5 day support
for 16 hours a day.
REBUTTAL
We do offer 24x7 support
for our corporate plans.
I can discount some of
the difference.
plan
rebuttals
vs.
objections
Wednesday, November 5, 14

14. Sales Call Plans
review
call
outcome
SALESfry.com
Wednesday, November 5, 14

15. Sales Call Plans
review
SALESfry.com
Objective achieved.
Did not rebut well on
the API flexibility
enough though.
Wednesday, November 5, 14

16. hope this helped you!
do you want
information on
any other sales topic?
@RudhirSharan
thank you! SALESfry.com
Wednesday, November 5, 14