Call Planner

Salesperson: Date:
Customer Organization: Call Date:
Customer Name/Title: /

OPEN
OPEN PROBE
PROBE
CUSTOMER SUPPORT
SUPPORT CLOSE
CLOSE
NEEDS

What I KNOW About the What I Need to CONFIRM What I Need to LEARN
Customer’s Needs, Circumstances, (Assumptions)
Need Behind the Need (Facts)
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Mutual
Salesperson Customer

Call Objective Backup Objective

Opening:
Key Points

© AchieveGlobal, Inc. PROFESSIONAL SELLING SKILLS ®

Probes to Determine:
Circumstances Needs Need Behind the Need

Supporting:
Relevant Features Benefits Proof Sources

Addressing Indifference:
Probes to Explore Probes to Probes to Examine Closed Probes to
Customer Circumstances Identify Effects of the Confirm the Need
Opportunities Condition/Problem on
Customer

Resolving Concerns:
Concerns I Can Anticipate How I Will Resolve Them

Closing:
Possible Next Steps for Me* Possible Next Steps for the Customer*

*related to my call objective and backup objective

© AchieveGlobal, Inc. PROFESSIONAL SELLING SKILLS ®