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1.  When calling a potential customer, let them know who you are, and ask them to explain what they want done:

•    Review the scope of work.  Tell me more about your project.  If appropriate, ask them to be more specific.  Make sure you understand the full scope of the project. (Do they need the services you provide?)

2.  Review the consumer’s need level/sense of urgency:
•    How long has this been a problem?  Have you tried to fix it before?  What happened?  What is this costing you now?  (Determine project status)

3.  Determine the consumer’s budget:
•    Do you have a budget for this project?  If they won’t share their budget, use “bracketing” to find out more.  (Is their budget is realistic?)

4.  Determine the consumer’s schedule:
•    What is the schedule to get this completed?  (Is timing realistic and is this a near term or longer term project?)

5.  Determine who will need to be involved in the decision-making process:
•    Who should be present at the sales call?  (Make sure all decision makers will be present)

6.  Review the scope of work with the consumer:
•    So, you want to…review their wish list.  (Let them know you understand)

If you get the answers you are looking for, then…, schedule a sales call:
•    Only schedule appointments with qualified prospects
•    Good prospects want to talk about their projects
•    You may find you make a good connection with the consumer over the phone
•    Don’t sell.  Listen.  Find out what they need.  The 80/20 rule
•    Questions let you control the interview process.  You are the expert!  This is your customer diagnosis.  Are they a customer for your products and services?