Are you hawking your shiny object?

He booked a calendar hold.

They booked it to get him off the phone.

A date on the wall is not a next step. It is a way to end the call without saying no.

He did not listen to their needs.

He told them about himself.

Then he showed them objects that were about him.

They already have tools.

Those objects are not interesting.

They are hungry.

He cut the price.

He asked them to buy the object anyway.

They told him to get out.

Then he went back.

He brought what they needed.

They opened the gate.

He won the city.

If the next step does not solve a problem they already have, it is theater.

Write the objections down before you dial.

Inspect the last call, not the calendar. The inspect.