In this course we reveal the process to make potential buyers describe, in intimate detail, their vision; i.e., what they want, why they want it, how they want to get it, what price they want to pay and who they want to buy from.  With this information, you’ll be able to structure a presentation that exactly fits their vision and win them over. We also explore a method to help potential buyers expand and change their minds.

We start with an overview of why prospects and customers can be tougher and more demanding to sell to now, and why they mostly just want to be sure that you understand their situations.  This leads us to a reveal-all method of interviewing – how to get potential buyers to open up and tell you what’s motivating them, what they want to accomplish, and what their concerns and fears are.  You will learn how to persuade them to be open-minded and explore more options.  Your credibility will increase.   Finally your prospects will be willing to listen and be open to your suggestions and pricing.

This course will make you more effective at interacting with your potential buyers by helping you quickly eliminate the long, slow death of a sales cycle that produces no business for you.

Course Series

This course is included in the following series:

2 CoursesEffective Sales Calls and Presentations

  1. Effective Sales Calls and Winning Presentations: Part I Interviewing
  2. Effective Sales Calls and Winning Presentations: Part II Presenting, Overcoming Objections, and Gaining Commitment
Learning Objectives
  • Discover how to engage people immediately and make them anxious to hear about what you have to offer them.
  • Explore ways to avoid the standard responses of “Let me think about it”, or “I’m just looking”, or “I’ll get back to you.”
  • Discover how to expose and entice people to your ideas, alternatives, and options in a way that lets them appreciate your expertise and still feel it’s all about helping them rather than selling them.
  • Identify buyers that are sincerely interested from those that are not.
  • Discover subtle techniques to win over buyers and to shorten sales cycles 
Last updated/reviewed: March 9, 2024
Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are need for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
Preparation and Process
  Preparation 9:05
  Marketing or Selling Sales Calls 6:55
  The Process14:02
  The Next Level 13:41
  Course Summary4:46
Continuous Play
  Effective Sales Calls and Winning Presentations Part I Interviewing 52:14
  Slides: Part I InterviewingPDF
  Part I Interviewing Glossary/IndexPDF