Pre-call Plan

Definition

A Pre-call Plan is a brief strategy document prepared before a sales or business call. It outlines the call’s main objectives, key talking points, background on the prospect, and desired outcomes. This preparation helps establish clear goals, ensures relevant questions are ready, and helps the caller respond confidently to client needs.

Why Use

• Boosts confidence and professionalism during client calls.
• Improves odds of achieving specific call objectives.
• Enables tailored messaging and stronger client engagement.
• Reduces the risk of missing vital details or questions.

Core Concepts

• Setting clear objectives for each call.
• Researching the client or prospect in advance.
• Listing targeted questions and talking points.
• Planning responses to possible objections.
• Defining desired next steps after the call.

Examples

Scenario 1: A sales rep prepares a Pre-call Plan with client background, main products to pitch, and three tailored questions.

Scenario 2: An account manager lists growth goals and key decision-makers before a renewal discussion.

Common Pitfalls

• Being too generic, missing client-specific information.
• Overpreparing and sounding scripted or robotic.
• Skipping follow-up actions after the call.

See Also

Related terms include sales discovery, lead qualification, call objective, and sales strategy.