Want to increase your sales by 20% or more?  You can with the right sales call planning and preparation.

While many aspects of selling cannot be controlled or predicted, you can control how well you plan and prepare to accomplish what is important to you on sales calls.  Planning helps you identify what you want from the meeting and how you can get it.  Planning increases your likelihood of being valuable to the customer and not wasting his or her time. 

In this course you learn how to prepare others in your company to bring value when they join you on your sales calls. Finally, you learn that every sale is an opportunity to stand out among your competitors and march one step closer to earning another sale from your customer. 

                                                                                                        

Course Series

This course is included in the following series:

3 CoursesSales Training 101

  1. Sales Strategy to Win It!
  2. Sales Call Planning Made Simple and Effective
  3. The Ultimate Course on Closing More Deals
Learning Objectives
  • Discover 8 questions you’ll want to ask on every sales call.
  • Explore when it makes sense to complete a sales call plan document. 
  • Identify 3 things to do in preparing for every sales call.
  • Discover the importance of knowing the stage of the sales cycle your customer is at.  
  • Identify 2 ways to differentiate yourself on sales calls.
Last updated/reviewed: August 8, 2023
Prerequisites
Course Complexity: Foundational

No Advanced Preparation or Prerequisites are needed 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 Overview
Course Syllabus
INTRODUCTION and OVERVIEW
  Introduction to Sales Call Planning Made Simple – and Effective2:05
  How Do You Prepare for a Sales Call?4:05
  Sales Opportunity 9:48
  Opening The Call8:14
  8 Questions 7:11
  Objections, Commitments, and Next Steps 7:45
Continuous Play
  Sales Call Planning Made Simple and Effective39:10
SUPPORTING MATERIALS
  Slides: Sales Call Planning Made Simple – and EffectivePDF
  Sales Call Planning Made Simple – and Effective Glossary/IndexPDF
  10 Steps to Sales Call Planning for PSNPDF
  10 Tough Questions to Close the Deal PDF
  Effective Sales Call PlanDOCX
REVIEW and TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam