Sales Call Preparation Checklist

BEFORE THE CALL — [Prospect Name] — [Date] [Time]

RESEARCH (5 minutes)
[ ] Read everything they sent — the inquiry, the form, the email thread
[ ] Look at their website: what do they sell, to whom, where
[ ] Note anything recent and public: a new location, a hire, an announcement
[ ] Check how they found us: [source]
[ ] Note anyone else likely involved in the decision

SET THE GOAL (2 minutes)
[ ] Best realistic outcome of this call: [outcome]
[ ] Minimum acceptable outcome: [outcome]
[ ] The next step I'll propose: [specific step and date]

PREPARE THE QUESTIONS (2 minutes)
[ ] Question 1: [about their current situation]
[ ] Question 2: [about what's not working and what it costs them]
[ ] Question 3: [about timing, budget, or decision process]

ANTICIPATE (1 minute)
[ ] Likely objection: [objection] → my honest answer: [answer]
[ ] Likely price reaction: [reaction] → my response: [response]
[ ] Something I might be asked that I don't know: [plan to say "I'll find out and come back to you by [Date]"]

LOGISTICS
[ ] Link tested / phone charged / quiet space booked
[ ] Notes template open (see CRM Notes Template)
[ ] Calendar open so I can book the next step live
[ ] Pricing and availability in front of me
[ ] Notifications off

- Your job on this call is to find out whether you can genuinely help. That's it.
- Talk less than half the time. Aim for a third.
- Silence after a question is where the real answer comes from. Wait.
- If it isn't a fit, say so on the call. It costs you an hour and earns you a reputation.