Get to know the person you are talking to more deeply

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“Know yourself and know your enemy, and you will never be defeated in a hundred battles.” In business calls, this means you need to know as much as possible about the person you are talking to .

This includes their basic information (name, position, company), industry background, company size, pain points, potential needs, and past interaction records. Use resources such as customer relationship management (CRM) systems , social media , company websites , industry reports , etc. to conduct background checks.

Understanding the other party’s habits and preferences can shop also help you adjust your communication strategy, such as whether they prefer direct or indirect communication methods.

1.3 Prepare a high-quality call script or outline
A call script is not a script you have to read, but a powerful tool to help you plan the flow of the call and ensure that all key information is covered. A good script should include: opening remarks (establishing rapport), introducing yourself , clarifying the purpose of the call , questioning session (leading customers to speak out their needs), product or service introduction (highlighting value proposition), handling objections , making calls to action , and closing remarks . For experienced callers, an outline may be more suitable, as it provides a flexible framework that allows them to adjust the conversation according to actual circumstances.