Wouldn’t it be nice if your customers paid you to make a sales call? Just think, every time you made a call, you would know that a check would be in the mail. The funny thing is if your customers are going to buy off on your value, they have to feel at the end of the call that it was so valuable they are willing to write a check for it. If there’s no value, then there’s no deal. And no deal, means no check.
So, how can you make sure your sales calls are valuable? How do you get every customer to write the check? For one thing, you need to forget you are on a sales call! Stop thinking in terms of features and start thinking about the problems that you are going to solve!