1. Call Sheet
__ / __ /2013
Customer name : Person you call on:
Designation : Coordinates:
Purpose of the meeting Personality Profile
 Introduce self  Intellectual
 Introduce new idea.  Controller
 Evoke interest.  Passive
 Initiate action.  Enthusiast
 Educate or inform.
 Propose recommendations and gain Individual Motivators
acceptance.  Recognition.
 Clarify points.  Achievement.
 Evaluate or interpret a situation.  Detail.
 Persuade.  Affiliation.
 Other  Power.
 Lifestyle.
Corporate Motivators
 Financial
 Operational
 Culture
Buying behavior
 Economic.
 User.
 Technical.
Adaptability to change  Coach
 Innovator Reasons behind buying:
 Early Adopter  Maintain operation of existing assets.
 Early Majority  Increase capacity (organic growth).
 Late Majority  Acquire new capacity (modular growth).
 Laggard  Compliance (regulatory).
BPOUT  Peer pressure.
 Retire & Replace.
 Budget  Developed needs (re-engineered vision,
 Potential Personal & Professional trends)
 Ownership  Replenish (consumables).
 Urgency  Others
 Timing

2. Customer pain: Triggering event:
 Revenue/profit loss.  Annual report.
 Loss of accounts & customers.  Analyst report.
 New products not meeting  Bad press.
expectations.  Long queues.
 Slow response time.  New management.
 Uncollected revenue.  Mergers & acquisitions
 Unfavorable “KPI”.  Returned goods
 Customer satisfaction. 
 Time required to do ???? is long. 
 Cost is high compared to competition. 
 Employees leaving the company.



External
Preparing for a
presentation:
I Introduction
B Background
Organization
O Objective
A Agenda
Departmental
T Time
Performance

3. External
I have six serving friends, they taught me all I knew. Ther names are wh
Competition, Political, Economic, Social, and Technological.
Organizational
Increase revenue, reduce cost, improve profit, reduce turnover, improve co.
image, streamline deliveries, reduce cost per unit, and reduce manpower cost
per hour.
Departmental
Add additional production shifts, increase sales per client, improve AR,
streamline client check in, reduce lost packages, process invoice delivery
faster, reduce employee absenteeism, improve lead generation
Performance
Respond to all service call within 24 hours, make 10 collection calls per day,
redesign reception lobby, implement ERP by year end, finish end of day
processing before mid-night, start production line 30 minutes earlier, prospect
20 new clients per week,

4. Conclusion & next steps
 Presentation
 Product demo
 Conference call
 Quotation
 Product demo
 Needs analysis
 Committee meeting
 Purchasing dept. meeting
 Contract submission
 Invoice
 Client commitment
Actions, dates, and responsibility