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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: November 02, 2017

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 .
Course Syllabus
INTRODUCTION and OVERVIEW
  2:06Introduction to Sales Call Planning Made Simple – and Effective
  4:05How Do You Prepare for a Sales Call?
  9:49Sales Opportunity
  8:14Opening The Call
  7:128 Questions
  7:45Objections, Commitments, and Next Steps
Continuous Play
  39:11Sales Call Planning Made Simple and Effective
SUPPORTING MATERIALS
  PDFSlides: Sales Call Planning Made Simple – and Effective
  PDFSales Call Planning Made Simple – and Effective Glossary/Index
  PDF10 Steps to Sales Call Planning for PSN
  PDF10 Tough Questions to Close the Deal
  DOCXEffective Sales Call Plan
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM