Brief overview of the four signs of a bad sales call and suggested sales tips for call debriefing, including a set of questions, that will help sales managers get a better feel for how well their sellers are qualifying opportunities.

1. “How Did That Call Go?”
Signs of a Bad Call and Sales Tips
for Call Debriefing
By John Holland, Chief Content Officer,
CustomerCentric Selling®

2. Signs of a Bad Call
• Pauses or stammering
before answering
• Limited or no eye contact
• Sharing irrelevant
information
• A lot of talking

3. • What is the highest title within the organization that
you’ve called on?
• What business outcome(s) are important to this
buyer?
• Why can’t the outcome(s) be achieved today without
our offering?
• What capabilities can you provide to allow outcomes
to be achieved?
• What is the value of achieving the outcome(s)?
• What other titles will be involved in making a buying
decision?
• Can/will this contact be a champion in providing
access to other titles?
Suggested Call Debriefing Questions

4. • Taking it a step further, if those questions can be
answered it would be helpful for sellers to imbed
them in correspondence to the potential champion.
• Managers can then measure progress by buyer
actions (getting access to the titles requested), a far
more accurate gauge than asking sellers their
biased opinions.
Key Takeaway