How sharp is your sales call?

By the end of the first call I know what it costs the customer to do nothing.

I always ask at least one question the customer has never been asked before.

My value is concrete in time, money or risk — not in 'peace of mind' or 'quality'.

The customer runs the calculation of what my solution delivers themselves.

I know who else is in the decision, and what their criteria are.

I explicitly name 'doing nothing' as an alternative.

After every call, the next step has a date and an owner.

I never let a deal go silent for more than 14 days without reason.