Preparation matters. So does curiosity. The trap is doing so much homework that you walk into the call committed to a diagnosis before the buyer has said what is actually happening.
Know the obvious facts
Know the obvious facts
Understand the business, market, offer, current positioning, and anything the prospect has already told you. Do not waste paid attention asking questions Google could answer.
Bring hypotheses, not conclusions
Bring hypotheses, not conclusions
A hypothesis gives you somewhere useful to start. A conclusion makes you defend your prep instead of listening.
Ask about the gap
Ask about the gap
Where are they now, where are they trying to go, and what has stopped them so far? The gap usually exposes the real constraint.
Test economics early
Test economics early
If the numbers cannot support the proposed solution, find out before everybody falls in love with the idea.
End with an agreement
End with an agreement
A good call ends with a clear next action, owner, and expectation. “We will follow up” is not a next step; it is how opportunities die politely.
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About the author
Scot Smith
Founder of Automated Inbound. Scot writes about demand, offers, booking systems, sales, and what the numbers say afterward.
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