Sales calls can quickly degenerate into long ramblings by the salesperson and the prospect completely missing the point of the call. It can even happen after the salesperson spends considerable time preparing. Both beginners and seasoned experts are vulnerable to sales calls mistakes such as rushing into the pitch before gathering insights into the customer’s challenges. Smart agents don’t rush into the call without talk tracks, which may contain questions to ask or a structure to follow. By going over all the important talking points and implementing all the best practices, they easily transition the prospect through all the important steps, moving them closer to closing the deal. In this article, we will go over the definitions and share a sales track checklist that you can begin using for more productive sales calls.