Sales Talk Episode 3 | Pre-Call Planning with Phil Hornby

In this episode of Sales Talk, Phil Hornby joins the conversation to discuss the critical role of pre-call planning in sales success. Using the "WHOPPA" framework (Why, What, Plan, Premise, Anticipate), Phil and host Steve explore how structured preparation helps sellers build trust, stay in control, and achieve their desired outcomes.

Phil shares his journey of adopting pre-call planning to improve both new business development and relationship management with existing clients. He highlights how the framework allows sellers to anticipate customer needs, approach meetings with clarity, and reduce reliance on luck. These steps ensure sales conversations are purposeful and focused, leading to better results and stronger connections.

Whether you're a seasoned sales professional or a business owner who occasionally sells, this episode offers valuable insights on embedding pre-call planning as a habit. Discover how to elevate your sales process by preparing smarter, not harder.