What to Do on a Sales Call to Get a Guaranteed Yes or No (and Stop Wasting Time on Maybes)

If you’ve ever walked away from a sales call unsure of where you stand, you’re not alone. The dreaded maybe can drag out your pipeline, create confusion, and drain your energy. The goal? Transform those "maybes" into clear "yes" or "no" decisions that save time and provide clarity for both you and your prospect.

Here’s a step-by-step guide to make that happen.

Before You Dive into the Sales Conversation

1. Set the Tone with Gratitude

Kick off the call by thanking your prospect for taking the time to meet with you. Something as simple as:

"Thanks so much for taking the time to chat with me today. I’m excited to learn more about you and your business needs."

This not only shows professionalism but also builds rapport right out of the gate.

2. Ask Permission to Record the Call

Let them know why recording the call is valuable:

For them: They can revisit the conversation later or share it with key stakeholders.

For you: It allows for self-review and feedback, especially in the early days of refining your sales process.

"Would you mind if I recorded this call? It’ll be a great resource for both of us to reflect on later. You can share it with your business partner, or we can dissect it to refine any future conversations."

3. Ensure All Decision-Makers Are Present

Whenever possible, try to get all relevant parties, like business partners or department heads, on the call. This reduces back-and-forth later. If a decision-maker isn’t present, set expectations early:

"If we uncover something today that makes sense to move forward with, would it be possible to loop in your business partner for the next step?"

4. Ask for a Quick Introduction

Before jumping into your pitch, give the prospect the floor to share their background and goals. This will help you tailor the conversation to their unique needs:

"Could you tell me a bit about yourself and what brought you to this call today?"

During the Call: Stick to Your Process

Follow your structured sales process to uncover their pain points, goals, and challenges. Remember, this is about them, not you—ask thoughtful, open-ended questions that guide them to identify their own needs.

Examples:

“What’s the biggest challenge you’re currently facing in [area]?”

“What would an ideal solution look like to you?”

“Have you tried to solve this issue before? What worked, and what didn’t?”

Closing the Call

• Thank Them for Their Transparency

Wrap up by showing appreciation for their honesty and engagement:

"Thanks for your time and for sharing so openly. I’ve learned a lot about where you’re at and where you want to go."

• Ask If They Have Questions

Give them a chance to clarify anything or add further details:

"Do you have any other questions or anything to add before we talk about next steps?"

• Set the Stage for What’s Next

Avoid vague promises of follow-up emails. Instead, lock in the next meeting during the call:

"Let’s schedule a follow-up call to go over the guidelines I’ll create for addressing the pain points you shared today. Does [specific date and time] work for you?"

Confirm Expectations for the Next Meeting

Be clear about what they’ll gain from the follow-up:

"I’ll take everything we discussed today to put together a tailored plan for you. On our next call, we’ll review it and see if it’s a fit. Sound good?"

By following this structure, you’ve created a framework where "maybe" doesn’t exist. Prospects are either moving forward because they see value, or they’re not ready—and that’s okay too.

Remember, the goal isn’t just to sell. It’s to build trust, respect their time, and create solutions that work. If you’re consistent in this approach, you’ll see more decisive outcomes and waste less time chasing uncertainty.

Now go turn those "maybes" into results.