Your sales call success depends on your preparation. The information that you gather before the sales call can make you more confident because you know enough about your prospect and who you will be meeting with.  Your objective for the sales call can focus you and motivate you if the sales call is more challenging than you thought it would be. 

This program is designed for business professionals who are new to outside sales, those assigned to sales from other business functions, and business-to-business sales professionals who experience undesirable sales results. You learn how to set your sales call objectives so you move your sales process forward.  You learn which questions to prepare so you are more likely to sell.  Even what you wear can be part of your preparation to build rapport and shorten your sales cycle. You will be more productive and successful on your sales calls when you apply these preparation strategies. 

Learning Objectives
  • Discover how to use your sales call objectives to stay motivated
  • Recognize the importance of transitioning from small talk to the business discussion
  • Identify which areas to ask sales questions to uncover the information you need
  • Explore which sales materials you should bring to your sales meeting 
Last updated/reviewed: August 21, 2023

Included In Certifications

This course is included in the following Certification Programs:

17 CoursesEnterprise Selling Certification

  1. Sales Territory Management
  2. Selling Strategy: Before Prospect Contact Part 1 - Strategy Decisions
  3. Selling Strategy: Before Prospect Contact Part 2 - Selling From Strength
  4. Selling Strategy: Before Prospect Contact Part 3 - Developing Your Sales Process
  5. Selling Strategy: Before Prospect Contact Part 4 - How to Get the Meeting: Telephone Selling
  6. Rapport and Persuasion to Sell More and Shorten Your Sales Cycle
  7. Questions that Sell - The Simple A B C D Process
  8. Laser Listening: The Skill to Increase Business
  9. Power Persuasion Strategies: Influence a Customer to Buy
  10. Negotiating and Sales: Strategies and Skills to Close More Business
  11. The Sales Call Part 1: Preparation
  12. The Sales Call Part 2: Conduct a Successful Sales Call
  13. The Sales Call Part 3: Present and Reduce Objections
  14. After the Sale Part 1 - Create Satisfied Customers
  15. After the Sale Part 2 - Compelling Email Communication
  16. After the Sale Part 3 - Demonstrate Value
  17. After the Sale Part 4 - Effective Testimonials
1 Review (2 ratings)


Member's Profile
The course albeit short, gave an overview of the initial steps required to begin a conversation with a prospective customer

Course Complexity: Foundational

No advanced preparation or prerequisites are required 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
  Introduction to the Sales Call Part 11:01
  Information to Know Before5:55
  Start the Conversation3:38
  Sales Call Part 1 11:45
  Slides: The Sales Call Part 1: PreparationPDF
  The Sales Call Part 1: Preparation Glossary/IndexPDF