Jotting down some of my recent learnings about sales calls:

• I often add extra explanations or “softening” language beyond the core script. But I’ve realized that this discomfort with being too direct actually comes from a lack of confidence. That’s something I need to work on.

• Pain points and desires need to be explored deeply based on the client’s responses. Every sentence a client says can be followed up on with genuine curiosity, instead of mechanically pushing through questions like checking boxes. If the initial discovery only stays on the surface and never reaches the core, the rest of the process becomes hard to move forward effectively because no truly valuable information was uncovered.

• The factors that influence closing a deal, from highest level to lowest level, are: identity, state, process, and script.

• The core of a sales call is not selling a product, but uncovering the essence behind the surface: what the client truly wants, how the problem was formed, and what happens if it remains unresolved. That intention should always guide the conversation. When this is done well, trust naturally follows.