A typical sales call for me as is below
- Let the customer speak for the majority of the first half of the call
- Take detailed notes in regards to what the customer requirements are, what their issues are
- Once the customer is done, reiterate the notes just to make sure you have understood what they communicated and this gives the customer the sense that yes, you were listening
-- Towards the end of the call, if you already have solutions for each of the requirements, then tackle each one by one while ensuring the client has a buy in
-- If you do not have a solution ready, ask the customer if there is an ideal solution that they are looking for
-- Make sure you send out the meeting notes, action items on your part, on their part with rough ETA through email to the client
-- Follow up.