Sales Call Checklist

THE PREPARATION
Formulate a goal(s) of the visit and write it down
Check for practical arrangements, such a dress code
Arrange for an internal briefing to agree on the goals and propose an agenda
Issue the proposed agenda days ahead of the visit
Decide if there is a need for an NDA, carry 2-3 paper blank copies with you
Do research on the company to visit:
+ Check the web on latest press releases
+ Check with colleagues on work with related companies, investors, etc.
+ Call outside relationships to check if anything special is going on (Packeteer, Harris, other service providers, etc.)
+ Check stock price to see what kind of mood they are in
+ If they have products already, know the operator status of the previous day/week
Finally prepare a travel pack with directions, and approximate driving times

THE VISIT
Respect your customer
+ Be on-time, when late call in to let them know how late you will be
+ Make notes while being with the customer, in general ask for permission
Apply SPIN selling tools to acquire information
General information needed is:
+ Opportunity vs. timeline, how to we differentiate
+ Feature and service requirements, where to provide value add?
+ Budget allocations, which department, how much, what kind of spending cycle
+ Organization/Department structure, decision maker, informer, etc.
Summarize the meeting and agree on follow-up action points, focus at your goals/deliverables!
Schedule a follow-up meeting to go over the action points
When you leave the prospect ask yourself "what is his hobby?" You need to know how to make a personal touch at some point and I want you to make that call ahead of time. KNOW YOUR CUSTOMER.

THE FOLLOW-UP
Issue brief minutes on the meeting, not too long but with the essential information:
+ Date/Place of visit, full names/titles of people present, describe opportunity within the account vs. timeline
Actions that lead you to this goal with persons assigned
Write a thank you note to the person you visited within 1-week
+ Par 1, thank you and discussion topic description
+ Par 2, emphasize the key points, our added value followed by a short list of action points.
+ Par 3, start with "Name, I really..." and make a sincere statement where you think the relationship should go.
Follow-up on the agreed action points appropriately AND timely