Outline expectations

A lead will likely respond better when they know what is expected within the sales call.  Rather than focus on one point such as making a decision in the appointment of whether to go ahead, break the expectations down into small agreements or discussion points.  This allows the lead to agree to small decisions which can then culminate in an agreement to purchase.  It is important to set this up correctly so here are some handy phrases: "What I would like to get out of today is an understanding of your business, who you are and how you fit into the business, explain what we do and a bit about myself then establish whether what we offer has any application to you or your business.  Is that OK?"  From here, you go step by step to explore each of the discussion points.  A more direct approach: “I would like you to become a client, but I can’t sell you anything unless I understand if I am the right person and we are the right company to be able to assist.  My expectation is that if we are the right company and I am the right person, that we can do business together.  How does that sit with you?"