Pre-Sales Call Routine

I’m watching the U.S. Open this weekend and got to thinking about their pre-swing routine. I’m pretty sure they have practiced this routine many times and they know it gives them the greatest chance of being successful. I’m wondering why we as Account Managers and Sales Managers don’t always do the same.

I’ve played golf most of my life and without practice I’m really bad. But if I can fit in time to practice and get into a routine, more than just getting out of my truck and rushing to the first tee, I can improve quickly.

Watching the golf pros, they always go through a pre-shot ritual before each swing or putt. They size up the situation before selecting the club that’s needed. Then they select the club and take a couple of practice swings before approaching the ball. Once they approach the ball they make sure they are aligned correctly and take at least one look up to visualize where they expect the ball to land. Then and only then, when all is right they hit the ball. After they hit the ball they follow through with the swing. Then get ready to do the same thing again for the next shot.

Is preparing to make a Sales Call any different?

Size up the situation before making the sales call. Qualify your lead and make sure you know your customer and what is their need. This may be the most crucial step because if you don’t correctly size up the situation your remaining decisions may not be correct.

Select the right sales club. You must determine if the best approach is a product demonstration, power point presentation, bring in a specialist to assist or maybe just donuts but you need to select the correct sales tool.

Take a couple of practice swings. You must go through the presentation you have chosen to identify any problems or weakness. Run through it a couple of times. Practice what you are going to do and say. If everything feels right you are ready to approach the sales call.

Visualize where the ball should land. Decide before making the sales call what you want the outcome of the meeting to be. It may be a sale but it could also be advancing the sales process.

Approach the ball and align correctly. Before walking in to the customers office make sure you have everything you need. One final check just to make sure you’re ready to go. Breath mints may be advisable.

Swing. Now you can make a confident sales call. You have prepared yourself, should have the right tools, practiced, visualized the outcome and are aligned correctly.

Make sure to follow through. During your sales call you have probably determined action items that need to be done before the next meeting. The call is not complete until you follow through with everything you have committed to do.

The pros follow this routine for each and every shot and you must too. How many times have you had a short putt that you could not miss?  You just walked up to the ball without going through your pre-shot routine and missed the putt?

How embarrassing and costly is it to miss a sale just because you failed to go through your pre-sales call routine.  Maybe you sized the customer up wrong or didn’t have the right club or were just slightly misaligned or in the worst case failed to swing at all.

Rest assured if you consistently practice this routine you will be giving yourself the greatest chance to be a successful Sales and Account Manager.