I watched a fascinating programme on the BBC recently. Essentially it asked what the Health Service could learn from other industries that would reduce the amount of mistakes caused purely by human error, particularly in stressful situations.
By comparing best practice from such sectors as diverse as The Fire Service, Aviation, to the pit teams of Formula One – the conclusion was:
Where a systemised approach was used and supported by the use of checklists, human error was reduced.
In one example, where a set of protocols for transferring a critically ill patient, post-operatively to the Intensive Care Unit was introduced, they reduced potentially fatal outcomes by 40% and all without any advancements in new drugs or technology!
We’ve all heard of the scouts motto – ‘Be prepared’, but how much thought do you put into systemically preparing for your sales meeting and customer calls? It’s not rocket science but so many sales meetings go ahead without it and are the poorer for it.
If you were to adopt a checklist approach to your pre-sales activity:
So often, we take a hap hazard re-active approach to THE most important activity in our businesses.
Here are my suggestions for a pre-sales checklist which you are welcome to share.
Imagine if it was second nature for everyone in your team to follow it…just as you expect a pilot to run through their pre-flight checks.
Pre-Sales Appointment check list:
And that’s just the pre-sales check list. If you were to carry this thought through to other areas of your business, your sales process, what else would benefit from a simple checklist approach?
Nicola Cook is an award winning entrepreneur and twice published international best-selling author on professional selling and personal & business growth. She is CEO of Company Shortcuts, a business devoted to improving business results by injecting skill, passion and strategy to help those entrepreneurs and sales enthusiasts achieve the sales results they desire.