Sales calls may have different purposes. You might be reaching out on a discovery call, following up with a prospect or having a conversation to determine if you’re a good fit. By taking time to map out your call, you can make sure you’re properly prepared and poised during the discussion. You don’t want to fumble over next steps or waste precious time while you have prospects on the line.

Mapping out a sales call is easier than you might think. Jay Fuchs, the editor of the HubSpot Sales Blog, has put together a list of seven steps salespeople can take to map out their calls. Keep reading this issue of PromoPro Daily for his steps to give you structure without being scripted.

1. Do your research. Before jumping on any call, you should always know some information about who you’re calling and what their business does. Look at the company’s website and blog. Scroll through the professional’s social media.

2. Set a clear goal. Fuchs says that just as you use an actual map to get to a specific destination, your sales call map should follow that same principle. Always go into a sales call with a clear intention — think about what you want out of your call ahead of time. Do you want to set a meeting? Get budget information? Know what you want to learn.

3. Introduce yourself. Start your sales call with a simple introduction and then start priming them for the pitch. However, Fuchs says before you can dig into that process, you need to know if the call is worth your time and theirs. Ask questions to qualify them and make sure you’re talking to the right person.

4. Uncover their pain points. Once you’ve qualified the prospect, Fuchs recommends asking questions that can help you learn their major issues and pain points. Seek to understand the major ones and then tease out a few more. This can help you guide the call more thoughtfully.

5. Nail your elevator pitch. This is the crescendo of the whole call, Fuchs says. Offer an incisive, tight explanation of how your product or service will address your prospect's pain points. Touch on certain perks they might not already be getting with their current solution.

6. Address objections. Once the prospect has raised their concerns, make sure you address them appropriately. Apply some of the research you did in advance of the call to know which issues the prospect might bring up.

7. Set next steps. Remember the goal of your call, whether it’s to book a next meeting or send more information. Always end your call with a definitive call to action.

It’s never a good idea to wing it with your sales calls. Instead, follow the steps above to map out your calls. You’ll be more organized, sound more polished and be in a better position to handle questions and objections.

Compiled by Audrey Sellers

Source: Jay Fuchs is the editor of the HubSpot Sales Blog.