Sales Call Checklist

"You eat what you kill,"  my first sales manager had told me.  My base salary was so low that if I didn't earn some business, my paycheck was $413.13 a month (yes, I remember that amount almost 20 years later).

I was developing a brand new territory (all cold calls) and knew that if I wanted to make an impact, I needed tools.  The first tool I came up with was a very basic "Pre-Call Checklist."  I keep a replica on my desk, and I still use this philosophy before every call.

• I stopped here because:___________________________
• My main goal for this call is:________________________
• I will be happy if:_________________________________
• Don't get out of the truck until you can answer all 3 of these.

I trained myself to never get out of the truck unless I knew the answer to those 3 questions.  This gave me clarity of purpose and I never felt like I was wasting anyone's time. 

I am a goal setter by nature so this came naturally to me but I am amazed to hear salespeople tell the client, "I was in the neighborhood," or "I just stopped by to say hello."  If that's really the reason for taking up the their time, the client should toss you out.

Setting goals for a sales call gives you clarity of purpose.   Be respectful of other's time and have a clear objective to achieve.  If you do, you will be surprised how often you achieve it.