SALES CALL SHEET
Sales person: Selling Situation: straight buy, modified re-buy, new
Prospect/Customer:. Buying Process: Typical steps, # meetings,
Date of Sales Call: documentation, time
Time: Key Objective:
Key Players in Buying Center:
Phase/Selling Category Possible Actual
Mark Mark Approach
1 OPENING 2 (A) Salesperson gained prospect’s attention(conversation, facts, info
value add, verbal, non-verbal, eye contact)
(B) Appropriate greeting
(C) Assume control
Distributed business card, use of humour
Well groomed and appropriate presentation
2 NEEDS ANALYSIS 10 (B) Asked appropriate and probing questions
2 Discovered/reiterated prospects needs at beginning.
2 Discover 3 needs.
(C) Smooth transition into the presentation
(D) Gained agreement to continue the presentation
Established presence & displayed confidence
Gained attention by emphasising relevance or
3 PRESENTATION 10 (E) Transition
Use benefits-needs instead of just features
2 (i.e. What this means to you)
2 Clear benefits
2 (F) Absence of verbal pauses (i.e. “ah”, “uhms”, “okay”)
2 (G) Good eye contact
(H) Appropriate use of gestures
(I) Encouraged customer to participate in a meaningful
4 manner (i.e. Reading, touching, trying, words,
2 (J) Used appropriate/professional visual aids, handouts,
2 (K) Buyer could see the visual easy
2 (L) Did not interrupt the buyer
(M) Salesperson talked slowly, pace
(N) Good choice of words (i.e. Absence of “and stuff like
that,”, ”no problem”)
Power vocabulary & grammar
4 OBJECTIONS 2 (O) Displayed positive attitude and confidence
10 (P) Responses were appropriate to the buyer.
Used a cross-section of handling techniques.
5 CLOSING 5 (Q) Checked agreement after major points
(i.e. How does that sound to you)
5 (R) Used trial closes effectively after responding to
objections (i.e. Did that answer your question?
Do you have any other questions
2 (S) Used appropriate methods (summary, balance sheet,
2 (T) Effective post closing communications
6 OVERALL STYLE & 5 (U) Effective use of probing throughout the presentation
PROFESSIONALISM 5 (V) Salesperson demonstrated professionalism
(courteous, respectful, friendly, appropriate dress)
5 (W) Salesperson demonstrated enthusiasm
5 (X) Salesperson understood facts of the role-play
Enthusiastic & Confident attitude.
Adapted/morphed to buyers style.
TOTAL SCORE 100