Map out your questioning strategy before you call. Instead of having a list of features and benefits you're intent on presenting, equate the benefits to a corresponding need or problem. For each need or problem, write yourself a question that will determine whether that situation exists at the caller's end. Use these questions during your call. Poor preparation .
Poor preparation ensures a sloppy, rambling call.
This is defined as looking at where your are and determining where you want to be at the end of the call. But, the objective must always involve action. Misunderstanding objections . More objections are caused by sales representatives than by any other factor. Objections occur when reps don't question effectively, when they talk too much and present features that the prospect isn't excited about.