Sales calls are ineffective because the salesperson often forgets the purpose of the meeting; namely, that we are there to find pain, potential problems we can solve, and opportunities we can help capture. Many salespeople regularly confuse “presenting” with “selling.”

I am a big proponent of call outlines and scripted talking points. Our calls should be logically structured, and we absolutely should have several key talking points scripted verbatim. Consistency matters.

To properly conduct the call we must know exactly why we’re calling this prospect. It’s imperative to remain laser focused on the objective, because the prospect will likely put up defenses that we must circumvent.

Sales calls are ineffective because the salesperson often forgets the purpose of the meeting; namely, that we are there to find pain, potential problems we can solve, and opportunities we can help capture.

the transitional phrase couches our strongest selling points as if they were a testimonial coming from our best clients.

Listen to another salesperson on the phone attempting to earn an appointment with a tough prospect. Or accompany a rep on sales call. Every time the salesperson makes a statement, simply ask yourself, “So what?”

You put yourself in a much stronger position to win once you’ve gathered critical data that helps not only position your proposal, but also work all the variables influencing the decision.

For the mini version to be delivered over the phone, I suggest grabbing your two favorite “client issues” bullets (from the pains removed, problems solved, opportunities captured, results achieved section). I like to pick one that’s unique and provocative, and another that’s broad and likely applicable to almost any prospect on your list. You may

What would be different in the dynamic of the sales call if you approached the prospect as an ally and created an environment where it was natural to dialogue with the buyer instead of talking at the buyer?