SALES CALL PRACTICE
SEMINAR
with Duane Weaver
OUTLINE
Establish Two Sales Call Scenarios
 Form Groups of Three
 Observation/Score
 Conduct Sales Calls (5 minutes each)
 Hand in your sheet to instructor

Establish Two Sales Call Scenarios

Take out a two pieces of paper and
identify the following on each:
Product/Service being sold
2. 3 key benefits of product
3. 2 primary needs the customer is
looking for
4. 2 key competitors benefits
 OBSERVERS: when you receive this
piece of paper add one or two primary
(hidden need(s) you have)
1.
Form Groups of Three
One seller
 One buyer
 One observer
 Rotate through all three of you twice so
each person gets two sales calls

Observation/Score
You should observe only once for each
person (twice over all)
 Use the seller’s score sheet to rate
them (either score 1 or score 2) and
initial score

Conduct Sales Call
You should use up to 5 minutes for
each call (total 35 minutes per team)
 EXERCISE:

Buyer reads one piece of paper from
seller and adds a key benefit
 Buyer only answers Open questions
(yes or no only to closed)
 Seller then opens and begins sales call
and closes if possible within 5 minutes
 Observer scores on sellers eval. sheet

Upon Completion

Hand in score sheet BEFORE end of last
practice class with observer’s initials and
provide the final total by adding score 1
and 2 together (then divide by two) in the
indicated area.

Please practice with friends or family as
much as possible

Have a great day!