Sales Value & Call Strategy Worksheet

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