Conducting a Structured Sales Call


SKU: Conducting+a+Structured+Sales+Call Category:


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

Intended audience: All

Sales Process Skill Set: Execute

Category: Foundation


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:

·      Principles of Sales Execution

·      Pre-call Planning and Research

·      Principles of Prospecting

·      Principles of Consultative Dialogue

·      Consultative Dialogue: Creating a Vision


·     Consultative Dialogue: Reengineering a Vision

·     Qualifying Buyer Sponsorship

·     Controlling the Sales Cycle

·     Principles of Negotiating



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