Sales Call Checklist
4.8/5 with 104 votes
Table of Contents
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- 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: 50
Uses
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Uses: 1
Tasks
22
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.
Rate this Checklist
5 stars
Scores 4.80 with 104 votes