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RAB Research Archive

Review your calls



A flaw often overlooked by many sales professionals and their managers is a failure to review their calls. Similar to a pilot who uses a checklist before he/she flies or a doctor that uses a checklist to perform a diagnosis for an illness, the sales professional must run through a checklist to understand each call's high and low points.

Post-call reviews help to understand where you made any errors. They assist in either reinforcing your message or helping to revise its content for a more consistent presentation the next time. And the review provides you with valuable information the client mentioned that you must not forget.

Learn what you did right and what you did wrong so you can learn from your errors and make more sales.

Source: Sales/management consultant Drew Stevens





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