The Diagnosis Call

Your first sales call feels terrifying until you reframe it: it is not a pitch, it is a diagnosis call. Walk in ready to listen, not perform.

Don't pitch in the first five minutes. Open with a question: "Tell me about the problem you're trying to fix." Then listen for most of the call. When you finally respond, tie it to their exact words: "You mentioned missed deadlines — here's how I'd handle that." Clients hire the person who clearly understands them.