Sales Pre-Call Planning: The Critical Step You’re Probably Ignoring
Would you want your heart surgeon to wing it? Then why would you wing a sales call?
Let’s be real — if your life were on the line, you'd want your doctor reviewing your charts, double-checking the equipment, and planning like a maniac before they even think about cutting. So why in the world would you treat your next sales call with any less urgency?
Most salespeople spend zero time preparing before they walk into a meeting. Zero. Zilch. Nada. They’re flying blind and calling it “being in the moment.” Meanwhile, their prospect is five steps ahead, running their own system and walking away with the upper hand.
Here's the thing: Sales preparation is the unfair advantage you’re probably ignoring — and it’s killing your close rate.
Why Pre-Call Sales Planning Matters
Pre-call planning is the difference between leading the conversation and getting led around by the client. When you show up with a plan, you bring confidence. You bring control. You show your prospect they’re not dealing with another desperate vendor chasing a commission — they’re dealing with a professional.
It’s also the first step in my No BS Sales System. Because if you’re not intentional about how you start, you’ve already lost control.
Key Elements of a Solid Pre-Call Plan
This isn’t just about Googling the company and knowing the name of the person you’re meeting. Pre-call planning means thinking critically about:
● Your Ideal Outcome vs. Good Outcome vs. OK Outcome
What’s the home run? What’s a solid single? What’s better than a strikeout?
● What Problems Do People Like Your Prospect Deal With?
Anticipate their pain. Walk in understanding what they’re experiencing every day. It makes your questions sharper and your solutions more relevant.
● What Questioning Strategies Do You Need To Remember To Use?
Are you asking questions that cover the prospect's budget, decision process or pain points? Or are you giving a 30-minute monologue on why your product is the best thing since sliced bread?
● Where Could You Screw It Up?
Be honest with yourself — what’s your Achilles' heel in sales calls? Write it down. Put a sticky note on your laptop that says “Ask before you answer.” Whatever it takes. Anticipate your mess-ups so you don’t step in them again.
Common Mistakes Salespeople Make Without a Plan
Let me guess — you’ve had a call where the prospect cut things short, blindsided you with objections or smiled politely while mentally filing you under “never again.”
That’s what happens when you don’t plan.
● You waste time.
● You lose control.
● You miss golden opportunities to connect.
You’re not a robot and neither is your prospect. Planning gives you the space to show up more authentic, more intentional and way more effective.
Ace Your Next Sales Call: Simple Steps to Pro-Level Prep
Let’s keep it simple. Before every sales call:
Ask yourself the critical questions: Who am I meeting with? What’s my goal? What do they likely care about?
Double-check logistics: Is the meeting confirmed? Do they have the invite? Am I showing up on Zoom when they’re expecting me in person?
Visualize potential challenges: Rehearse the awkward parts. Plan how you’ll respond if they say “I don’t have the budget” or “I need to think about it.”
Start Planning Like a Pro
Preparation isn’t optional. It’s the foundation of professional selling. And if you’re serious about making more money, winning better deals and keeping your margin, you need to make pre-call planning your new religion.
And I’m just scratching the surface here. Mastering sales preparation is just Step One. If you want the full playbook — the mindset, the tools and the moves — you need my system that’s helped hundreds of sales pros have their best years ever.
Jumpstart your sales by signing up for Sales System Course today. Let’s build a sales career worth bragging about.