Fundamentals of Pre-Call Prep
Is only used for large opportunities.
What is a common misconception around pre-call prep.
Prospect frustration and confusion, running out of time, and/or no follow up meeting gets scheduled.
What are outcomes when pre-call prep isn't used.
Important information about the participants, objectives for the meeting, value to deliver, best next steps, second best steps, prospect stages, and an agenda.
What are elements to include in pre-call prep.
Something you do after the 1st part of pre-call prep.
What is design a winning agenda.
Prospect was frustrated and believes meeting was a waste of time.
What is lack of alignment on the purpose and goals of the meeting.
Be prepared to condense timeframes or eliminate topics.
What is how to deal with a late meeting start and fixed end time.
Your agenda flows logically with the first items focused solely on "them"; You use their terms and build on past discussions; Content should lead naturally into next steps.
What are best practices for building an agenda.
Prospect adds an important topic to the agenda that was originally left out.
What is the importance of sending the agenda ahead of time.
This usually takes 15 to 30 minutes.
What is the average amount of time it takes for pre-call prep.
To keep prospects engaged, align their goals with yours, add value by understanding their perspective, and send a clear agenda ahead of meetings to set expectations and maintain their interest.
What are the benefits of pre-call prep.
Understanding prospects' objectives ensures clear alignment, helps you ask the right questions, and prepares you for a successful meeting.
What is putting yourself in your prospect's shoes.
Create next steps by considering both "best" and "next best" actions that reflect a commitment from the prospect, such as scheduling another meeting, getting introduced to a stakeholder, or agreeing to share information.
What is how you can ensure prospect momentum at the end of a meeting.