Video: Deanna Turner – Anatomy of a Sales Call

At the recent National Speakers Association (NSA) Convention in Phoenix, Arizona, I had the opportunity to see Deanna Turner, CSP give a talk on the best practices of top sales performers.

In her presentation “Anatomy of a Sales Call,” she discusses a number of concrete steps to manage the sales cycle and ensure you close sales sooner with greater ease and more frequency. Her advice includes:

  • Techniques to research prospects and conduct pre call planning.
  • Securing more appointments with effective e-mails, voicemail and phone calls.
  • Respecting the customer’s time by opening calls in an organized way.
  • Developing customer focused probing skills to uncover opportunities and needs.
  • Differentiating yourself from the competition with clear benefits and value.
  • Learning the best way to present your products/services.
  • Closing with an action commitment from the customer.

An audio recording of the complete presentation can be ordered from the Softconference website.

Edited highlights of Deanna’s presentation are featured in the video I posted on YouTube (with her express permission).

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