Making the Sales Call
Last Updated 11/2022
English
30-Day Money Back Guarantee
Full Lifetime Access
Finish in
1h 17 min! Run Time
1h 17 min! Run Time
Made for for
Employees
only
Employees
only
Certificate
of Completion
of Completion
Mobile -
Friendly
Access
Friendly
Access
What you'll learn
Help salespeople learn or improve vital sales strategies such as prospecting, discovery calls, defeating customer stalls, closing the sale, and much more.
Key Words
Description
A strong sales call can be the difference between a lost lead and a closed deal. This course helps both new and experienced salespeople sharpen the skills that matter most.
What this course covers:
- Prospecting for new opportunities
- Running effective discovery calls
- Defeating common customer stalls
- Closing the sale with confidence
Ideal for salespeople who want to build vital selling skills and make every sales call count.
System Requirements
See System Requirements in the Coggno Knowledge Base
Making the Sales Call
Discovery Calls: Gathering Prospect Information
In sales, prospecting is essential, and doing it well is how you build a pipeline of qualified customers.
What this course covers:
- How to gather prospect information effectively
- Choosing quality prospects worth your time
- Sourcing prospects and sorting their information
Spend quality time on the prospects most likely to convert.
Discovery Calls: Advanced Questioning Techniques
Great discovery calls come from great questions. This course shares advanced questioning techniques that help you uncover what a prospect truly needs.
What this course covers:
- Asking detailed questions that dig past surface answers
- Sifting through responses to find the information that matters
- Uncovering the true needs behind what a prospect says
- Using those insights to guide the conversation toward a sale
Learn at your own pace.
Product Knowledge
Obviously knowing your product is a must. However, the rules have changed in recent years, due to the availability of information online. Now your customers are researching YOU, so you have to be on your game and know your stuff. In this course, we'll go over what you need to know and how you should present that knowledge. We'll also cover available resources you should use to get fully up-to-speed on your product knowledge.
Using Portable Media
Great presentation technology can dazzle an audience, until it fails.
What this course covers:
- The different portable media options available for presentations
- Why presentation technology is not always reliable
- Building backup plans in case your technology fails
- Tips on what to present and how to present it
For presenters who want impactful, reliable presentations.
Sales Prospecting: The Sales Pipeline
Your sales pipeline is the sum of all your client opportunities and a way to track where each one sits in the sales process.
What this course covers:
- How to create a sales pipeline
- The best ways to manage it day to day
- Tracking tools and making timely updates
- Checking pipeline health and monitoring key metrics
For salespeople who want to maximize productivity and keep opportunities moving.
Sales Prospecting: The Original Sales Funnel
The sales funnel maps every step a prospect takes, from first hearing about your company to making a purchase.
What this course covers:
- What the sales funnel is and why it matters
- How the funnel narrows a wide base of prospects at each step
- The four steps of the sales funnel
- Examples of how each stage works in practice
- Guiding more prospects toward a closed deal
Ideal for salespeople who want to structure and improve their prospecting process.
Sales Prospecting: The Flipped Sales Funnel
Instead of casting a wide net and narrowing prospects down, the flipped sales funnel starts with the customers you already have.
What this course covers:
- The rationale behind turning the sales funnel upside down
- How word of mouth expands your sales opportunities
- Why this method may work well for you
- The steps to flip the funnel successfully
Ideal for salespeople who want to grow through existing customer relationships.
Sales Prospecting: Sales Analytics and Metrics
Metrics and analytics may not be the most exciting part of selling, but they directly shape quotas, raises, and results. This course shows you how to put the numbers to work.
What this course covers:
- How analytics and metrics set sales quotas
- Using data to offer better products and stronger offers
- Key measurements that improve your sales process
- Turning numbers into a real impact on results
Ideal for salespeople who want to use analytics and metrics to sell smarter.
Sales Prospecting: The Link Between Marketing and Sales
Marketing and sales succeed when they work as one team.
What this course covers:
- How marketing sources prospects and feeds the sales funnel
- What marketing does and how it supports your sales role
- Common marketing tactics and how they apply to you
- Ways sales and marketing can partner to stay aligned
For salespeople who want to turn marketing efforts into closed deals.
Sales Prospecting: Social Media Networking
Social media networking is an inexpensive but highly effective way to connect with potential clients without leaving the office.
What this course covers:
- Using Facebook, LinkedIn, and Twitter to reach customers
- Creating your business profiles
- How often to update and what information to share
- Things to avoid in social media networking
For salespeople who want to turn social platforms into prospecting tools.
Sales Prospecting: How to Get Past Gatekeepers
Gatekeepers stand between you and the decision-makers, and getting past them is a skill you can learn.
What this course covers:
- Why gatekeepers matter in the sales process
- The importance of getting to know these people
- Proper ways to communicate with gatekeepers
- How to gain useful information from them
- Tips for reaching decision-makers directly
Built for salespeople who want more access to the people who can say yes.
Sales Prospecting: How to Leave Sales Voicemails
As a salesperson you are often sent to voicemail, so leaving a professional, polished message that gets a callback is a vital skill.
What this course covers:
- A step-by-step process for leaving sales voicemails
- The proper format to use
- How to generate interest and prompt a callback
- Common pitfalls to avoid
Built for salespeople who want to turn voicemails into opportunities.
Frequently Asked Questions
This course is designed for employees who need to complete Making the Sales Call training
Yes. This course is designed to meet applicable federal requirements and commonly mandated state standards. Always confirm specific state or industry requirements with your local regulations.
The course takes approximately 77 minutes to complete and can be paused and resumed at any time.
Yes. Learners receive a downloadable certificate upon successful completion, which can be used for compliance records and audits.
Yes. You can assign this course to individuals or groups using Coggno’s LMS, or purchase multiple seats for your team.
Yes. This course can be exported for delivery in most learning management systems (SCORM compatible).
Yes. The course is fully self-paced and available 24/7.
Yes. This course includes a knowledge check to reinforce learning and verify completion.
Learners have lifetime access from the date of purchase.
Yes. A preview is available so you can review the course format and content before purchasing.
Yes. Content is reviewed and updated as regulations and best practices change.
Yes. This course is available for free with an active Prime Subscription.
Yes. Refund requests can be submitted within 30 days of purchase.
