A good sales call follows a simple path: build rapport, learn where they are, learn where they want to be, find the gap, ask what it costs them to stay stuck, then present your solution and ask for the decision.
Ask more than you tell. People trust conclusions they reach themselves.
Do it step by step
- Open: thank them and set the agenda.
- Current state: where are you now?
- Desired state: where do you want to be in a year?
- Gap and cost: what is stopping you, and what does it cost?
- Solution and close: here is how we can help. Would you like to start?