Nicolas Cole says top salespeople should treat every call like the prospect paid $500 for consulting. Prepare hard, deliver concrete value, follow up with more insights. Most competitors skip this work, which makes it a massive edge.
The frame that I would encourage, especially for your first sales call, but I would say for every sales call, do not think of it as a sales call. I want you to pretend that this person just paid you $500 for the hour and they would like you to tell them everything that they could possibly do to be successful at the thing that you're talking to them about. So forget that it's a sales call. $500. What are all the things that you could do going into that call, on the call, and after the call to make that person's $500 as worthwhile as possible? If you take the time to do that, and you show up to a sales call with that level of preparation and detail and you treat it like a $500 consulting call, the likelihood that the person wants to work with you goes through the roof. The problem is no one does their homework. If you take the time to do that, nothing will have a higher impact on your ability to land clients than that.
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