Preparing for the Call and the Greeting


ALLIANCE PARTNER: Hospitality Softnet

The foundation of a successful sales call or in handling an incoming inquiry in a highly effective manner is to have a good foundation in place. This course covers the skills needed to be prepared for the sales interaction with the customer.


The first step of the sales process is a highly important stage to ensure a salesperson is prepared to go through the Sales Process effectively. This course will review the skills on being prepared for the sales call and the important first step of the sales process. Addressed is how to research the customer in advance, preparing strategic questions, preparing for what your customer will ask, preparing for anticipated objections, and the benefits of rapport building. Handling this first phase of the Sales Process will lay the foundation to be able to proceed through the overall process effectively to ultimately close the sale.

Topics Covered

  • The course covers all the “basics” of being prepared for the sales call and the important first step of the sales proccess, The Greeting/Introduction
  • Researching Your Prospect in advance
  • Preparing Your Questions in advance
  • Preparing for What Your Customer will ask
  • Preparing for Anticipated Objections
  • Rapport Building
  • An effective introduction
  • Taking Control of the Call
  • Responding to inquiries via the internet

Belhaven University PLA Credits Assessed: 4*

*Must complete all 12 modules by Hospitality Softnet to receive all 4 assessed credits

Note: there is a maximum number of PLA credits that may be applied toward a degree program.  Refer to the Belhaven University website for the latest on PLA policies.