Proper planning equals peak performance. How many times have you found yourself in the middle of a phone call not prepared? What happens? You get lost, you end up in a situation where you don't want to be.
With this call the salesperson asked this question “But he's doing a good job for you?” This won't help you identify the prospect's pain. When you are not prepared for a call you end up asking questions that serve no purpose. He also asked, “And you don't have anything coming up in the near future?” Again, this a closed question and it is too easy for the prospect to say no. When you asked closed questions like this, you end up telling the prospect that he has nothing coming up.
Had the salesperson been better prepared with questions, he could have secured an appointment.
What are your thoughts?