Handbook

5-Steps Prospecting Call Overview 

1. Comfort

• Differentiate yourself from the typical salesperson using pattern interrupt.
• Make the prospect comfortable enough to engage using an Up-Front Contract.  
• Get permission from the prospect to move forward
• Make a connection-personal or professional

2. Context

• Concisely explain your role in terms they'll understand.
• Provide a short explanation of your company using a 30-second commercial
• Articulate your value proposition in a way that clearly answers the question, "Why would I want to talk to you?"
• Validate the importance to the prospect.

3. Transition into Pain 

• Respect the 70/30 Rule
• Ask questions to uncover persona-related pains.
• Establish credibility on these topics (EBS).
• Determine relevance before moving forward.

4. Develop Pain 

• Leverage the Sandler Pain Funnel to uncover financial and emotional pain points.
• Help the prospect articulate the "what," "why," and "impact" of each problem they acknowledge.
• Maintain a conversational tone and focus. Resist the urge to sell; stay focused on them.

 5. Transition to the Next Call 

• Validate that there is a valid purpose for a next meeting.
• Make it the prospect's idea to have the next meeting.
• Calendar the "firm future commitment" including a clear date, time, and purpose.