Final answer:
The first step in setting sales call objectives is researching the prospect to understand their needs, which guides the sales approach and subsequent strategies.
Step-by-step explanation:
The first step a salesperson should take when setting objectives for a sales call is researching the prospect and understanding their needs and pain points. This involves a thorough analysis of the company, its industry, any current job postings, and recent media coverage. It is crucial to identify key decision-makers and develop a clear understanding of the company's challenges and how your product or service can address them.
As part of this research, the salesperson should also think about the 5 W's which are: Who is involved, What do you want to accomplish, Where will you need to go, When will this need to be accomplished by, and Why are you wanting to do it. This step is foundational and will guide the entire approach, including creating the sales pitch, deciding on price negotiation strategies, and setting specific revenue targets for the call.