AEB 3341 Strategic Selling
Sales Call Strategy Worksheet
A sales call strategy starts with sales call objective(s): What do you want to achieve?
Define the objectives clearly, write them out (take ownership), have contingent objectives, and attempt to always finish the call with a positive commitment.
Sales Call Strategy Worksheet Components
1. My customer’s most likely problem or need that I can help with is ____________
2. I can help meet that need by providing _____________________
(Use a selling point here; you may want to include a value analysis here)
3. An additional problem I expect to have is ______________________
a. I will handle this by _____________________
(Use a selling point here; you MUST include a value analysis here UNLESS you included one in Step 2 above)
4. The Customer’s personal characteristics I need to consider are ______________
a. I should handle this by _____________________
5. Important characteristics of the customer’s operation are _________________
a. I should handle this by _____________________
6. Current suppliers are _____________________
a. My advantages over these suppliers are _____________________
b. I can prove it by _____________________
7. I can build rapport by stating _____________________
8. I can arouse interest in my company by _____________________
9. My behavioral/communication style should be _____________________
10. My sales call objective is to _____________________
(Make sure your objectives is measurable, meaningful, realistic)
11. Example: 20 customers per week, spend $150 each = $3000 /week
$3000 x 52 = $156000 per year, at a 10% return = $15,600
Mercy Johnson 
SalesCallStrategyWorksheet.docx
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