Sales Tip #6: Do You Have a Formula for a Sales Visit?

Because if you don’t have a formula, here’s what often happens:

• • • You talk too much and listen too little.
    • You miss the real problem (and the opportunity).
    • You end up pitching a product, not solving a need.
    • You leave without clarity on what happens next.

I’ve used the same core structure for over 35 years, refined through thousands of client meetings.
It works – not just to close business, but to build trust, uncover pain, and position real solutions.

My approach? A mix of Need-Solution Selling, layered with psychology and structure:
Open with purpose and agenda.

1. 1. Set the tone. You’re here to understand, not pitch.
   2. Build rapport fast.  A human connection opens more doors than a product demo ever will.
   3. Explore the current situation.  What’s working? What’s not?
   4. Uncover real pain and consequences.  What’s the cost of doing nothing? (This is where trust deepens.)
   5. Position the right solution.  Show how your offer fits them, not just how good it is.
   6. Agree on clear next steps.

Clarity kills confusion – and accelerates the sale.

Because here’s the truth:
A great sales visit isn’t about what you say.  It’s about what you uncover.
Do you have a structure like this?
Or is this something your team is still trying to figure out?