When you're planning your first sales call, you'll need to become less reliant on technology and trust more in yourself, your ability to sell, and your passion. This is when it helps to have experience.
For companies with large-sized deals, the first call you make is usually your discovery call. Companies with smaller-sized deals can get right into the details.
For example, if you're selling learning and development courseware to an executive at General Electric, and it's going to cost the company $500,000, you're probably looking at a long sales cycle with many decision makers. In this case, your first call should be about finding out a few key things. Ask questions, listen, take notes, diagnose, and then come back to prescribe.
The following are some questions to keep in mind: