Prepare an agenda for a sales call

April 1, 1997
Pharmaceutical Representative

Preparing an agenda in advance of the sales call keeps the meeting on track and ensures that you won't forget to cover all the issues.

Preparing an agenda in advance of the sales call keeps the meeting on track and ensures that you won't forget to cover all the issues. It's helpful to hand a copy of your agenda to your customer so that you are both tracking together. This also alleviates, to some extent, the discomfort of broaching a controversial subject.

Of course, your copy of the agenda may have personal notes that will serve as cues for you during the meeting. In scripting these, the best strategy is to anticipate, anticipate, anticipate. Always play the devil's advocate when preparing your agenda and cues. Ask yourself: What are the hot buttons on this call? What could be some objections or concerns? And prepare your cues accordingly.

Preparing an agenda is also helpful in determining what materials you will need for the meeting. You are inundated with promotional materials, brochures and samples, and it can become tiresome lugging them around. Too often we "wing it," assuring ourselves that samples and promotional items aren't really going to make or break the meeting.

However, visual aids can effectively enhance any sales call. Whether it is a journal reprint, a brochure or samples, a visual aid does make a more cogent impact than mere conversation.

Salespeople have several options for transporting sales materials, such as rolling cases, hand-held cases and luggage carts. But whatever you choose, don't compromise the call - bring it all! PR