Sales Call Checklist
Table of Contents
Preparation
Research the account prior to the call.
Learn something about the person and their business.
Have three value-added points prepared.
Introduction
Find out the names of contacts in the account.
Find out who the decision-makers are.
Bridge to the business topic smoothly.
Sales Call
Spend 80 percent of your time listening and only 20 percent talking.
Ask about the business goals.
Ask what challenges the company is facing.
Find out how and why they made the decision for their current product or service.
Ask if they could change something about their product or service, what would it be.
Talk about benefits.
Give a general overview of the product or service.
Stay focused on the customer's needs.
Summarize the prospect's needs and how our product or service meets those needs.
Closing
Get the customer to identify all possible problems that might be solved by the product or service.
Get the customer to identify the value of solving the identified problems.
Ask for the order.
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Presented by:
Campbell Rodriguez
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Views: 27
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Tasks: 22
Details
Tips
- Ask open-ended questions.
- Pause for three seconds before responding.
- Remain calm.
Who it's for
This Sales Call Checklist is for teams that want consistent execution, less rework, and clear ownership.
- Standardize quality - run the same Sales Call steps every time, regardless of who executes
- Save time - reuse a proven Sales Call workflow instead of rebuilding processes from scratch
- Improve accountability - assign owners and see what's done vs. what's pending
- Onboard faster - use the Sales Call checklist as the SOP and training guide
- Coordinate across roles - handoffs are clear and everyone works from the same source of truth
How to use it
How to use this Sales Call Checklist:
- Start by saving it - save as a Template if you'll reuse it, or as a Checklist if it's a one-off project.
- Customize it once for your workflow - remove what doesn't apply and add your team-specific steps.
- Assign ownership and execute - set owners/due dates where needed and track completion as work happens.
- Reuse without rebuilding - when Sales Call comes up again, start from your saved version and run it with clear ownership.