Sales Call Planning for the Complex Deal

Effective sales call planning separates the winners from the losers in complex deals. Developing your strategy and approach before engaging your prospect in the sales call will give you a distinct competitive advantage, keep sales conversations on track, and give you the ammunition you need to advance to the next step and close the deal. 

In this course - created and delivered by Anthony Iannarino, Author of The Only Sales Guide You'll Ever Need, you'll learn how to identify the outcomes you need, align your call with your sales process, and prepare to create value for your prospect. 

In this fast paced video based course, taught by one of the most respected sales experts in the world today, you'll gain the tools you need to:

  • Keep prospects engaged on sales calls by delivering real value
  • Achieve your desired outcome more often
  • Build deeper relationships with your clients through greater professionalism
  • Shorten your sales cycle
  • Close bigger deals faster
Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1Course Summary
  • Topic 2About Anthony Iannarino
  • Topic 3Copyright and Intellectual Property Notice

Section 2: Desired Outcomes

  • Topic 1The Objective of the Sales Call
  • Topic 2Why You Must Plan Your Sales Calls
  • Topic 35 Questions to Answer About Your Pre-Call Planning Process
  • Topic 4Defining the Purpose of Your Call
  • Topic 5Your Pre-Call Ritual

Section 3: Stakeholders

  • Topic 1Your Team & Your Prospect's Team
  • Topic 2It's Never Too Late to Ask this Important Question
  • Topic 3Identifying Stakeholders
  • Topic 4Who From Your Team
  • Topic 5Who From Your Client's Team?
  • Topic 6Sales Call Opening and Closing

Section 4: Discovery

  • Topic 1Knowledge Exchange and Questions
  • Topic 2Knowns and Unknows

Section 5: Proof

  • Topic 1Making Your Case
  • Topic 2Providing Proof

Section 6: Next Steps and Micro-Commitments

  • Topic 1Next Steps and Micro-Commitments

Section 7: Bonus

  • Topic 1Playing The Long Game With Your Dream Clients
  • Topic 2Prospector vs. Closer

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