Pre-Call Planning Basics (With How-To and Template)

Pre call planning is a critical step in the sales process that can often be overlooked or under-utilized. An effective pre call planning template allows sales reps to maximize their time spent on the phone with customers by ensuring that they have a clear understanding of the customer’s needs and objectives prior to the call. This allows them to target the conversation to the customer’s specific needs and identify the most relevant product solutions. By using a pre call planning template, reps can also ensure that they are prepared to address any potential objections and quickly pivot if needed.
A well designed pre call planning template should include all of the essential information that reps need to have a successful conversation with their customers. This includes detailed customer objective information, potential solutions, key talking points, potential objections and more. Using a pre call planning template can help sales reps stay organized, save time, and build more productive customer relationships. In this blog post, we will provide a comprehensive pre call planning template

Pre Call Planning

Benefits of pre-call planning

Dedicating time to planning a sales call has several benefits:

What is pre-call planning?

Pre-call preparation entails gathering data on your sales lead and preparing your main talking points for the call. To work together on a crucial account, you can organize a pre-call planning meeting with other members of your sales team, or you can just complete a pre-call planning worksheet on your own. Pre-call preparation gives you a list of materials, inquiries, and details to use during the call, allowing you to concentrate on closing the deal and interacting with the lead.

How to conduct a pre-call planning session

To conduct a pre-call planning session, follow these basic guidelines:

1. Gather information about the lead

Start by researching the lead or client. Find out the name and position of the person you are calling so you can research their qualifications and understanding of how to make sales decisions. Find networking opportunities by looking up their online profiles or websites, and find out what they are most passionate about. The information you gather about your sales contact might be useful for helping you develop a professional rapport and long-lasting business relationships.

To determine the leads’ status in your sales funnel, look back at previous interactions. A different strategy is needed for a sales call with a lead who has never heard of your services before compared to one who has attended multiple demos and sent you an email inquiry. Make a note of any additional information you have about the lead that could help you have a fruitful conversation.

2. Research the leads field

Investigate the leads market to determine how they might profit from your offerings. Knowing how their business functions or how they might use your products can help you decide which selling points to emphasize. By conducting research prior to the call, you can demonstrate to the client that you are genuinely interested in their success and their line of work.

3. Set goals for the call

Set objectives by imagining the call’s ideal result. Make a list of the actions you want to take and create an agenda. Goals can include booking a demonstration, obtaining a verbal agreement, or making a purchase.

Before the call, share your agenda with a lead to establish clear expectations for the call and promote effective time management. Additionally, you can use your personal goal agenda as a means of subtly directing the conversation.

4. Plan your basic pitch

Consider your options for what to say and how to say it. Since it might be harder to predict the actual conversation, pay close attention to the call’s beginning and end. A simple script in mind for your opener and closer enables you to confidently lead the call and makes sure you cover all pertinent details in the conversation.

5. Develop guiding questions

Make a list of the inquiries you want to put to the lead on the call. Asking about their concerns, goals, and pain points can help you learn more about what they want from the sales call. Create a comprehensive list of questions so you can choose the most pertinent ones during the call based on their responses.

6. Consider multiple scenarios

Think about your response if a client objected to the sale versus if they accepted every suggestion you made. Prepare responses to any questions the lead may have in advance so you can reassure them right away. Even though you might not always be able to predict how clients will react, thinking through common problems gives you the fundamental framework for refocusing their concerns.

7. Collect resources

Gather resources and reference materials for support on your call. To give the client more value, print out lists of endorsements, customer satisfaction figures, product specifications, and related information. You can focus on interacting with the lead instead of having to worry about memorizing the correct information by setting up physical resources.

8. Type your notes

Write down and neatly type all the information you prepared during the pre-call planning session. When a planning document is typed, any difficulties with trying to understand sloppy handwriting or shorthand are avoided. Additionally, it allows you to review your planning notes and include new ideas or factors.

Pre-call planning template

You can use the following worksheet template to record data during a pre-call planning session:

Call informationCall time: [Date and time of the call]Account name: [Description of the client account or company]Objective: [Key objectives for the call]Meeting members: [List of attendees at the planning meeting]Call time: [Date and time of the call]

Contact informationContact name: [Name of the person you are calling] Contact role: [Contact’s job title and their role in the deal] Key information: [Important information like past communications and network connections] Sales cycle status: [Where the client is in the sales funnel, from initial contact to closing the deal]

Call opening contentQuestions: [List of questions to ask the client about their needs and priorities]Potential objections: [Potential reasons the client might refuse the sale]Rebuttals: [Ideal response to each objection]

Industry informationCompetition: [List the main competitors of the client and your plans to discuss them]Trends: [List any industry trends relevant to the sales call]Other info: [Additional industry research to demonstrate your expertise]

ResourcesTechnical support: [Steps to take if you experience technical difficulties] Materials: [List of supplies to have on hand during the call]


How do you do pre-call planning?

The following are six easy steps to help you make the most of your pre-call planning.
  1. Research your prospect. …
  2. Know the prospect’s competitors. …
  3. Know your objective for the call. …
  4. Plan your questions. …
  5. Anticipate objections. …
  6. Don’t over-prepare.

What is a pre-call planning worksheet?

Pre-call planning is the process of conducting research to get ready for a sales call. In many ways, it serves as the cornerstone of your sales strategy because it aids in the development of a strategy for carrying out your objectives. This type of planning takes place before the call.

What is the purpose of pre-call planning?

Pre-call planning enables call centers to foresee potential customer inquiries so that they can be ready with appropriate responses. A good pre-call plan identifies the needs of the customer and outlines the ways in which you can assist in meeting those needs.

What is the meaning of Pre-call preparation?

Pre-call planning is a procedure where salespeople create a thorough strategy for interacting with a potential customer before making contact.

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