Sales Checklist
Table of Contents
Sales Planning
Garther information about caller and company background.
Research what prospect wants to accomplish.
List prospect contacts who will be involved in decision making process.
Initiate contact: 'sell the meeting'.
Before Interview with Prospect
Look for additional information such as in trade magazine articles.
Call referral source to thank and gain information about "lead".
Use additional "network" contacts and other relationships.
Find other people who might know about the company.
Find industry contacts to give background information.
Gather samples of our work.
Prepare reference list including names and phone.
Prepare written material as necessary such as business cards or brochures.
"Role-play" the discussion with another partner.
Determine what prospect wants to accomplish as a result of using your firm's services.
Determine what benefits might be of interest to the prospect and shape your firm's services.
Develop responces to objections.
Send a confirmation of the meeting.
Make sure to get to meeting on time.
Interview with Prospect
Get ideas for small talk.
Prepare transition including thanking prospect, expressing interest in working with them and stating the purpose of the meeting.
Keep a positive attitude.
List three things that differentiate you and your message in a positive way from your competition.
List three reasons that explain why you're unique.
End with a question or statement that will either close the deal or move the sale along in the right direction.
Download or Print this Sales Checklist
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Presented by:
Campbell Rodriguez
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Introduction
Who it's for
This Sales Checklist is for teams that want consistent execution, less rework, and clear ownership.
- Standardize quality - run the same Sales steps every time, regardless of who executes
- Save time - reuse a proven Sales 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 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 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 comes up again, start from your saved version and run it with clear ownership.