Pre call planning and objective setting

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Pre call planning & Objective Setting

Tips

Notes / Feedback

What Attention Grabber will you use?

How can you convey energy & enthusiasm in the first few seconds of the call?

What opening statement will you use?

Eg Purpose benefit check

What is your agenda for the call?

Have you a written agenda – even in your own notebook to ensure you cover all your objectives

What benefit will the customer get from this call?

Why should the customer invest time – what will they learn, what can be challenged?

What objections do you anticipate you will get?

Identify from previous call notes / history / feedback from colleagues/ other  staff

What bridge will you use to stay on message?

Concise management of objection and how to link back to your key messages

What will you close on?

What do you want to get action on? What is your fall back position if you cant achieve your primary objective

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