Call Preparation Protocol

ALWAYS prepare for each call

• • Always have Playbook tabs open with your Script, FAQS, Secondary Closes open in front of you.

  • Have additional Playbook tabs open to refer to Buzzworthy Skillsets, Competitor Rebuttals and C-Suite Positions Defined, etc. to demonstrate your knowledge and understanding of their expertise.

  • Have the Google calendar invitation open on your desktop.

  • Have the Saleforce Lead page open on your desktop. CHECK FOR DUPLICATES and change the status of any duplicate leads to Duplicate Lead.

  • Have your cursor open on the Interests box in the Salesforce record so you're prepared to type your notes in as you are in the discovery phase of the script.

  • Have the professional's LinkedIn profile open on your desktop. If you can't find one or there's any ambiguity about whether you have their correct LinkedIn, simply ask "what is the company I might find you associated with on LinkedIn?". They will tell you and it's likely you'll easily find it. (If they don't have a LinkedIn profile, ask them if there is an online biography you might find on their company website - usually there will be a digital footprint somewhere.)