The Sales Call Part 1: Preparation 0 CPE

Your sales call success depends on your preparation. The information that you gather before the sales call can make you more confident because you know enough about your prospect and who you will be meeting with.  Your objective for the sales call can focus you and motivate you if the sales call is more challenging than you thought it would be. 

This program is designed for business professionals who are new to outside sales, those assigned to sales from other business functions, and business-to-business sales professionals who experience undesirable sales results. You learn how to set your sales call objectives so you move your sales process forward.  You learn which questions to prepare so you are more likely to sell.  Even what you wear can be part of your preparation to build rapport and shorten your sales cycle. You will be more productive and successful on your sales calls when you apply these preparation strategies. 

Prerequisites

No advanced preparation or prerequisites are required for this course.

Learning Objective

• Discover how to use your sales call objectives to stay motivated
• Recognize the importance of transitioning from small talk to the business discussion
• Identify which areas to ask sales questions to uncover the information you need
• Explore which sales materials you should bring to your sales meeting 

Last updated/reviewed: July 22, 2025