Pre-call checklist
Prepare to listen, diagnose, and lead the conversation. A few practical details make it easier to be present on the call.
- Choose a quiet room without interruptions.
- Keep your hands free for notes and expression.
- Ask permission to record when appropriate, and have your notes ready.
- Call at the agreed time.
- Focus on accurate diagnosis rather than attachment to a yes.
Follow the conversation in five stages
Build rapport
Open warmly and give the other person space to settle into the conversation.
State the agenda and take the lead
Explain how the conversation will work so the call has a clear direction without feeling rushed.
Discovery
Understand why they are considering a session, the timing they want, and what matters most to them.
Ask permission and state the offer
After you understand the situation, ask whether you can explain the option that fits what they shared.
Handle objections and schedule a specific follow-up
Address the concern directly. When a decision needs more time, agree on a specific next conversation instead of leaving the follow-up open-ended.
Post-call review
Review the call while the details are still clear. The goal is to improve the next conversation, not to judge this one.
- Where did the energy drop?
- Which stage was skipped?
- What repeated objection should be handled earlier?