Call Planning and Post-Call Analysis

Problem:

Many salespeople fail to prepare sufficiently for critical calls or meetings with customers which can lead to lost opportunities or a waste of time.

Benefit:

Salespeople will learn how to prepare for calls and how to evaluate the encounter with the customer.

Topics include:

1. Steps and processes for planning the call
2. The research-proven steps to developing an effective set of questions
3. Planning the commitments you will ask the customer to make
4. Evaluating the call to determine improvements and next steps

This course includes access to our automated pre-call planning system, which saves time, improves results, captures best practices, and disperses them to the sales team.

Simulation and application exercise examples

Learners will practice the process of planning calls. They will also record their voice in the simulation tool as they practice asking questions and asking for commitments. Next they listen back and use what they learned to modify their responses. Then the BrainX system has them listen to examples of what great sounds like and use these to further improve their answers.

Learners receive professional coaching on their verbal responses from an expert on call planning strategies.

Accumulation of Best Practices

As the coaches work with your people, they identify examples of great verbal responses to the various scenarios. These examples are flagged and can be added to the course for future users of the course or used by managers in weekly meetings.