Sales Call Objectives

In my seminars, we have an exercise that asks salespeople to consider the next three appointments they have set, and answer the questions, “What is your objective for that sales call?” The answers I received at a recent seminar fell into the following categtories:

    • Create a need
    • Discuss their marketing objectives
    • Overview our capabilities
    • Build trust with a new contact
    • Identify decision-makers
    • Get commitment to buy
Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.