Whether you are new, or experienced in sales, selling virtually, or face to face, a call framework ensures both you and your buyer achieve WIIFM (What's In It For Me) criteria. One best practice is to create an agenda with mutual expectations ensures leaving the call with a next step.
Soft skills also play a role in how a prospect perceives you. If a buyer doesn't see you as sincere or competent they rarely buy from you regardless of how good your product or service is. Buyers will most likely buy from people who empower them to make good decisions.
Your goal is to get, and give, good information so you can qualify whether this prospect is a good fit for you and the prospect concludes you are a good fit for them. Now you have a mutual WIIFM for the call and a goal to prepare for.
I found this article to have some really good tips in preparing for your call. As you prepare for the call, remember, a mutual WIIFM is the goal.
In this article, you will see some good reminders as well as some important things to consider in your preparation to achieve this mutual goal.