The purpose of this course is to help sales reps approach sales calls with clarity, confidence, and structure. It introduces universal principles that apply to most sales calls, while allowing each company to layer in their own process, questions, and success criteria.

The course helps reps feel more prepared, less anxious, and more intentional in how they lead conversations.

Module 1: Understanding the Purpose of a Sales Call

• Key topics:

  • What a sales call is and what it is not

  • Different goals of sales calls. Discovery, qualification, follow-up

  • Why clarity of purpose matters before the call starts

  • Setting expectations early in the conversation

  
  

• Key takeaway:

  A successful sales call starts with a clear purpose shared by both sides.

Module 2: Preparing for a Sales Call

• Key topics:

  • Why preparation builds confidence

  • What to review before a call. Context, past interactions, goals

  • Preparing questions, not speeches

  • Managing nerves and mindset before a call

  
  

• Key takeaway:

  Preparation reduces pressure and leads to better conversations.

Module 3: Leading the Conversation

• Key topics:

  • Opening the call professionally and warmly

  • Asking open and relevant questions

  • Listening actively and responding thoughtfully

  • Keeping the conversation focused without rushing

  
  

• Key takeaway:

  Strong sales calls feel like conversations, not interrogations or presentations.

Module 4: Closing the Call and Agreeing on Next Steps

• Key topics:

  • Checking understanding and alignment

  • Addressing uncertainty or hesitation respectfully

  • Agreeing on next steps

  • Ending the call clearly and professionally

  
  

• Key takeaway:

  A successful call ends with clarity, even if the outcome is not a sale.

5. Assessment

• Final Quiz:

  One short quiz at the end of the course to check understanding of:

  • Sales call purpose and structure

  • Preparation principles

  • Good conversation habits

  • Clear and professional call closing