04 Sales Call Preparation – Techniques from Jeffrey Gitomer, Harvey Mackay, and Rick Page

In this episode, we continue our discussion about preparation by focusing attention on how you prepare for a sales call.

Some of the questions we tackle in this episode:

  • How well do you know your audience?
  • Why would your product/service matter to them?
  • Can you talk their language?
  • What are you hoping to accomplish in this meeting?

Discussed in This Episode

Significant Quotes

What are you doing to prepare yourself for success with your sales calls? Your meetings?  Your networking events?  Your opportunities? – Jeff


Oftentimes, I find that the more experience you have, the less you prepare because you think you’ve got this.  When in reality, you are so focused on what you know, you forget to find out what the customer really needs – Christie


Thomas Jefferson once said “I find that the harder I work, the more luck I have” – Christie


…all things being equal, people want to do business with their friends.  All things being not so equal, people still want to do business with their friends. – Jeff


Objections are great opportunities.  You don’t fail because you get objections, you fail if you aren’t prepared to deal with those objections. – Christie