The Predictable Revenue sales method was first presented by Aaron Ross in his book Predictable Revenue. The idea is to start with determining mutual fit and interest with the prospect. Once a seller connects by phone with a prospect to find out if there’s mutual fit, the biggest challenge is staying focused on the prospect’s business and not selling yours. Ask open-ended questions about their business first, before moving on to ask about challenges. Typical call flow: Opening “Did I catch you at a bad time?” and introduction; discuss prospect’s current business situation (authentic curiosity); probe for prospect’s needs (and confirm understanding of needs); positive solution to meet those specific needs; handle objections and next steps