# 9. Anatomy of a Prospecting Call

Published 2024-09-05

> 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

_**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.