Preparing to make a cold sales call.

Research

Identify target company and decision-maker

Gather information about the company's needs, challenges, and industry trends

Understand the decision-maker's role and responsibilities

Identify potential competitors and market threats

Analyze the company's website and social media presence

Research customer reviews and customer feedback

Review the company's financials and business history

Investigate recent news and press releases

Understand the company's pricing, products, services, and customer service policies

Craft a compelling script

Develop an attention-grabbing opening statement

Outline key points to discuss during the call

Prepare responses to potential objections

Gather necessary materials

Have a pen and paper ready for note-taking

Print any relevant documents or sales collateral

Ensure access to a computer or tablet for real-time information retrieval

Practice and role-play

Familiarize yourself with the script and key talking points

Practice delivering the script confidently and naturally

Conduct mock sales calls with a colleague or manager for feedback

Set measurable objectives

Define specific goals for the sales call (e.g., scheduling a meeting, securing a follow-up call)

Determine the desired outcome and be prepared to guide the conversation towards that goal

Prepare a list of probing questions

Develop open-ended questions to engage the prospect and uncover their pain points

Anticipate potential objections and prepare relevant probing questions to address them

Review previous interactions

Familiarize yourself with any previous communication or notes regarding the prospect

Understand the context of past interactions to tailor your approach

Plan for objections and responses

Identify common objections and prepare effective responses

Anticipate possible objections based on the prospect's industry, role, or challenges

Check technical setup

Ensure reliable internet connection and clear audio quality

Test any communication tools (e.g., phone, video conferencing software) before the call

Have backup options available in case of technical difficulties

Schedule the call

Choose an appropriate time and date that aligns with the prospect's availability

Send a calendar invitation or confirmation email with call details

Finalize your mindset

Stay positive and confident

Visualize a successful outcome for the call

Adopt a customer-centric mindset to focus on the prospect's needs

Follow-up plan

Determine the next steps after the call (e.g., sending additional information, scheduling a follow-up call)

Prepare a personalized follow-up email or message to be sent promptly after the call

Remember to adapt this checklist to your specific sales process and industry as needed.