As an independent Salesforce consultant, your sales call should be focused on learning about your prospect’s challenges and their desired future state.
There are also several topics that should be carefully navigated or avoided altogether. Here are a few cautionary topics:
1. You talk about prices
It’s OK to discuss their budget. After all, you want to make sure they have enough money tucked away to pay for your services.
What you don’t want to provide is a price for your services. Amounts should be reserved for your proposal, once you’ve reviewed your notes and collected your thoughts. Be sure to provide 3 engagement options, and make sure the last option is higher than their budget.
2. You tell them about HOW you’re going to get them to their goals
Keep the conversation focused on the outcome, not the process. There are probably many paths to reach their business goals, so no need to pick one too early.
Ideally, your reputation will precede you, so there shouldn’t be a big need to validate yourself. If even that’s not the case, you’re already talking to the client, so they must already have a certain measure of trust.
3. You let them run the call
You’re there to ask questions and listen attentively, but you’re also the guide. Also keep in mind that you’re the Salesforce expert. They are hiring you because they don’t know how and/or can’t do whatever it is they need.
The takeaway
During a sales call, be sure to get the answers to your questions so you can write a fit-for-purpose proposal. Don’t let the conversation turn into a free-for-all.