I haven't been on this forum for a while, just logged onto today, and read in a number of places people giving advice which reads "spend 20 seconds to a minute on the phone and just get the meeting" and then "sell the product when you have actually set up the meeting".
Now I have no objections to the need to sell the interview on the phone and not the product, and then sell the product when you get to the meeting.
My confusion lies in the fact that surely you have prospect the prospective client properly before you ask for the meeting, and that should take more than 20 seconds. Ie. if you don't ask the right questions and find out if they really need your product and if you can in fact help them, and if they have some form of budget for the product then you will be setting and going to meetings to present to people that have no intention/no budget for your product/service, which is a waste of yours and their valuable time.
So my question is.
How much time should be spent prospecting the client before you ask for the meeting on the phone.
Should you just introduce and ask for the meeting, or spend some time finding out what they need and want ect and then set up the meeting.
Additionally, do you ever mention price on the phone. This is another debated topic. If you mention approx price on the phone, then the propsective client has an indication before the meeting, which sets the tone for it. But if you don't mention price on the phone, you could go through the whole meeting, and at the very end find, he/she likes your offering but the price is far too high for them, again, a waste of yours and their time.
Id really appreciate some solid advice on this matter, because there is quite a bit of conflicting info flying around this subsection of the warrior forum.
Thanks in advance