Planning the outcome!

Planning the outcome helps you to decide what you need to do to obtain it. By identifying the outcomes, you can also identify what you are going to have to do in order to obtain them. Some possible desired outcomes might be: •   How to access other decision makers/line managers? •   The decision making process for engaging a recruiter? •   An understanding of what is important for the client when engaging a search firm. •   What are their frustrations about using a search firm? •   What does the client believe are the key skill sets required over the next 9 months for the company to achieve its goals? •   Understanding of when the prospect is likely to recruit next. •   What does the client like about their current search firm? •   What does the current search firm do that they would like to see less of? • Date of next meeting. Questions for YOU: •   How much time do you presently spend planning your sales calls? •   Even if you are gifted at thinking on your feet, why is it still important to plan to achieve the outcomes of your sales calls? •   Have you ever left a sales call and forgotten something that you wanted to accomplish? •   How much time should you spend preparing for a sales call? •   What do you need to see, hear and feel to know it is a good call? As impressive as your ability to think on your feet may be to you, your dream client expects you to have a plan. It is more impressive to your potential client that you have developed a thoughtful, logical and professional plan for the time that they have invested in you. A short written plan takes about 10-minutes to develop. If you have a must-win, mission critical sales call or interaction, spending half an hour planning your call will be an awesome investment of your time, and you will produce greater results for having done so. One final and important thought - Your potential client doesn’t want or expect you to wing it. Shut up