Know Their Business
What should you spend 2 minutes doing before every sales call?
Researching the customer’s business/pain points.
Which social media platforms are best for spotting buying signals?
Positive language like “That sounds interesting,” asking about price or delivery, or taying on the call longer without hanging up.
Name 3 custom talking points you should prepare before calling a lead.
Mention a past event the client attended or enquired about.
Refer to the type of event they usually organize (e.g., weddings, corporate events, temple festivals).
Highlight a service or offer that matches their budget, season, or cultural preferences.
What should you do before a sales call to prepare for objections?
Anticipate them and prepare responses.
Why should you know the industry your lead is in?
To speak their language and build credibility.
Why is it important to know your lead’s current struggles or challenges?
To tailor your message and offer relevant solutions.
What’s a buying signal?
An action or comment that shows interest in a product or service.
What does a “custom talking point” mean?
A message tailored specifically to the lead’s interests or business.
Name one common sales objection.
“It’s too expensive.” / “Let me think about it.”
Give one way industry knowledge helps close sales.
You can offer more relevant examples and use appropriate jargon.
Name one place you can research a business quickly.
Their website / Google / LinkedIn.
On a sales call, what signs show the customer might be open to hearing more, even if they don’t sound excited?
They ask for basic details (timing, location, cost), don’t rush to end the call, or say “Let me ask my partner/family”—these are signs they’re considering, not rejecting.
Name one type of custom talking point you can prepare.
A relevant testimonial / Specific feature matching their need.
How do you overcome the objection “I’m not ready now”?
Create urgency or offer a limited-time benefit.
What does “speak their language” mean in sales?
Using terms and references familiar to the lead’s industry.
Whats is meant by “pain points”?
Specific problems the customer is trying to solve.
True or False: When a customer says, “I’ll check with my family and get back to you,” it could still be a buying signal.
It often means they’re interested but need reassurance or approval. It’s not a “no.”
Why is personalization important in sales calls?
It builds rapport and shows you're not using a generic pitch.
What’s the best mindset to have when facing objections?
What’s the best mindset to have when facing objections?
→ Stay calm, curious, and confident.
Instead of getting defensive or backing off, a curious mindset means asking yourself:
“What do they really mean?”
“What’s holding them back?”
“Can I ask a gentle question to understand better?”
Before calling a lead from an industry you know little about, what’s one quick way to understand their world better in 2 minutes or less?
Scan their Instagram or Facebook profile, note the kind of events they post about, and look at the language or tone they use.
How can referencing a pain point increase your chances of conversion?
It shows you understand them, builds trust, and presents your offer as a solution.
What’s the best way to keep the conversation going when a customer shows interest but doesn’t say “yes” immediately?
Acknowledge their interest, offer a helpful suggestion (like “Can I send you some options?”), and set a follow-up time instead of ending the call.
How do you research custom talking points from social media?
By checking their posts, comments, business description, and bio.
How can you use past objections to improve your future pitches?
Track patterns and preemptively (
It means bringing up and solving that objection before the lead even says it.
You do this by mentioning it early in the call in a confident, reassuring way.) address them in calls.
Let’s say the most common objection is “It’s too expensive.”
Instead of waiting for the lead to say it, your sales rep might say early on:
“Many of our clients tell us they thought it would be out of budget—but once they saw how much was included, they found it was actually great value.”
That way, you’re removing their fear upfront, and they may not even bring up the objection.
What’s the risk of not knowing the client’s industry before a sales call?
You may suggest irrelevant services, sound generic, or lose credibility and trust.