You can better start the sales call when you make careful observations and use them strategically during the sales call.  The questions you ask will uncover the information you need to sell as well as tell you if you have a viable prospect. You can avoid wasting time when you know you are moving your sales process forward. 

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 transition the sales call from small talk to a business discussion.  You learn to evaluate your performance by who is doing most of the talking.  You learn what information is essential for you to gather so you know your customer is ready to buy.  It is not always possible to avoid customer objections. You learn how to handle them during the sales call.  You will get fewer objections and shorten your sales cycle when you apply the strategies in this webinar to your selling. 

Learning Objectives
  • Discover how to transition from small talk to the business discussion
  • Recognize who is a viable prospect
  • Identify the people who can promote your selling or stop it
  • Explore how to handle customer objections 
Last updated/reviewed: August 18, 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
Course Complexity: Foundational

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other courses in the series prior to completing this one.

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 Sales Call Part 21:00
  Before You Walk In3:10
  Implement Your Questioning Strategy5:24
  Know the Decision Making Process3:32
  Sales Call Part 2 14:29
  Slides: The Sales Call Part 2: Conduct a Successful Sales CallPDF
  The Sales Call Part 2: Conduct a Successful Sales Call Glossary/IndexPDF