Description

Approximate time to complete: 25 minutes (not including short course assessment)

Intended audience: All

Sales Process Skill Set: Execute

Category: Foundation

Overview:

Conducting a Structured Sales Call is a course intended to help the sales team focus on having a relevant conversation with a prospect and demonstrate credibility so critical business issues can be admitted and explored. Also, this course will help the sales team align their selling activities to the concerns of a prospect during an initial sales call, and identify specific actions to take based on how buyers respond during a first sales call.

Course objectives:

After completing this course, you will be able to:

• Identify tactics to align with prospects during a first call or meeting
• Describe five typical buyer reactions to seller reference success stories
• Describe questioning techniques to get pain admitted

Recommended prerequisite courses:

• Principles of Sales Execution

Related courses: