Before and during the call
Use it to ensure thorough preparation and effective communication. After the call, reflect on each criterion, scoring from 1 (Poor) to 5 (Excellent), and jot down specific comments for improvement.
This process helps identifying strengths and areas needing development, fostering continuous growth in sales skills.
Stage | Criteria | Check (✔/✘) | Score (1-5) | Comments |
|---|---|---|---|---|
Preparation | Research on company and contact | |||
- Insight into company's industry, size, and competition | ||||
- Understanding contact's role and background | ||||
- Identifying common interests for rapport building | ||||
Review of company's web presence | ||||
- Analysis of products, services, and values | ||||
- Awareness of current projects and goals | ||||
Formulation of targeted questions | ||||
- Development of open-ended, probing, and closing questions | ||||
Recap of past interactions and notes | ||||
- Recall of historical information and previous commitments | ||||
During the Call | Self-introduction and company representation | |||
- Professional tone and clear information about self and company | ||||
Establishing rapport | ||||
- Engaging questions about contact's responsibilities | ||||
- Sharing mutual interests and active listening | ||||
Clear articulation of call's purpose | ||||
Presentation | Explanation of product/service benefits | |||
- Use of visuals and straightforward language | ||||
Handling of objections or concerns | ||||
- Active listening and providing reassurances | ||||
Presentation of success stories and examples | ||||
Closing the Call | Summarization of key discussion points | |||
Proposal for next steps or sale closure | ||||
- Confident tone and clear action plan | ||||
Post-Call Actions | Update of CRM and sales tracking | |||
Dispatch of relevant information to contact | ||||
Preparation for subsequent interactions |
How to Use
Pre-Call: Focus on comprehensive research and planning.
During Call: Emphasize connection, clarity, and conveying value.
Closing: Summarize effectively and propose clear next steps.
Post-Call: Ensure prompt follow-up actions and documentation.
Review: Utilize the checklist to appraise the call, highlighting areas of strength and those needing enhancement.
Scoring Guide
1 = Poor | Far below the expected standard
2 = Fair | Requires significant improvements
3 = Average | Meets basic expectations
4 = Good | Demonstrates proficiency and skill
5 = Excellent | Surpasses expectations with outstanding performance
