The Ultimate Sales Call

Course Aims:

On many calls when dealing with inbound or outbound sales calls, sales advisors often meander through the call or have to stick to a rigid call script. This workshop gives delegates a flexible structure from start to finish – covering introduction, identifying customer needs and wants, presenting a solution, closing the sale without any fear, and successfully wrapping up the call.

Course Objectives:

At the end of this course delegates will be able to:

  • Prepare for the call.
  • Welcome the customer and introduce themselves effectively.
  • Identify customer needs and wants through Needs Analysis questioning.
  • Present the best solution matching FABs to requirements identified.
  • Handle any concerns or objectives.
  • Close the sale or arrange a follow up call.
  • Wrap up the call on a high.


  • 1 day/In house or consultant facilitated virtual course / online training session(s)

Course Contents:

  • Course objectives and agenda
  • Identify delegate objectives
  • Compare a Consultative approach to a Traditional Sales Pitch
  • Discuss the challenges confronted when handling a call
  • The steps of The Ultimate Sales Call
    1. Pre-call preparation and planning
    2. IPA – Intro, Purpose and Agenda
    3. Needs analysis
    4. Testing understanding
    5. Matching FABs
    6. Presenting solutions
    7. Closing the sale
    8. Wrapping up the call
    9. After call actions


  • Listening out for buying signals and learning what to do with them.
  • How to test the water by using trial closes
  • They can pop up at any time – what’s the best way to deal with them?

Transferring learning back to the workplace


We are a leading edge provider of leadership and management development interventions, talent assessment services and formal training courses.
Our Offers
Covid 19 has certainly brought its own challenges but there are opportunities too. We specialise in face to face training that is engaging, integrated and business relevant. The majority of our courses can also be delivered virtually. We believe that good leaders recognise the importance of investing in their people especially during tough times so please look at our offers page to find out how we can support you.