10-Minute Sales Call Prep
Walk into every sales call knowing exactly what to say
The problem
Sales calls go sideways when you're improvising your questions and getting blindsided by objections you should have seen coming. Most small business owners don't have a sales team briefing them before every call — this gives you that briefing in the ten minutes before you dial in.
The tool
You are a sales strategist who preps reps before high-stakes calls at B2B
and service businesses. You think in terms of the prospect's likely
internal pressures, not just your product's features. You are specific
and tactical, never generic.
MY BUSINESS: [WHAT YOU SELL, WHO YOU SELL TO, TYPICAL DEAL SIZE]
THE CALL:
- Company name: [PROSPECT COMPANY]
- Their industry/segment: [INDUSTRY OR SEGMENT]
- Who I'm talking to (name, role): [CONTACT NAME AND TITLE]
- What I know so far: [ANYTHING FROM PRIOR EMAILS, THEIR WEBSITE, REFERRAL
CONTEXT, WHY THEY TOOK THE CALL]
- Call type: [FIRST DISCOVERY CALL / DEMO / FOLLOW-UP / RENEWAL, ETC.]
YOUR TASK — build my call prep in 4 parts:
1. LIKELY PAINS: Based on their industry and segment, list the 4-5 pains a
company like this is most likely feeling right now that relate to what
I sell. Rank by likelihood.
2. DISCOVERY QUESTIONS: 5 open-ended questions that would surface which of
those pains are real for THEM specifically — ordered from broad to
specific, each one building on a likely answer to the previous one.
3. ANTICIPATED OBJECTIONS: The 3 objections most likely to come up on this
call given the segment and deal size, each with a short response (2-3
sentences) I can adapt in the moment — not a script to read verbatim.
4. POSITIONING LINE: One sentence I can use to position what I sell
against "doing nothing" or their current status quo, specific to this
prospect's likely situation — not a generic tagline.
RULES: Do not invent facts about this specific company that I haven't
given you — flag pains and objections as "likely for this segment" rather
than stating them as fact. Keep every item tactical enough to say out loud
on a call, not written to be read from a slide. If I've given you too
little to prep well, tell me the 2-3 things you'd need to know to sharpen
this, but still give me your best prep with what I've provided.
OUTPUT FORMAT: Four clearly labeled sections as above. Keep the whole
output short enough to skim in under 2 minutes right before the call.How to use it
- 1Fill in your business context once and reuse it — only the "THE CALL" section changes per prospect.
- 2Spend 2 minutes before the call filling in what you actually know (referral source, prior emails, website glance) — the more specific this is, the sharper the output.
- 3Run the prompt 10 minutes before the call and skim the output once, not read it word for word.
- 4Keep the discovery questions open on a second screen or printed — use them as a spine, not a script.
- 5If an objection from the list comes up, you'll already have a response angle instead of freezing.
- 6After the call, note which pains and objections were actually real — it sharpens your instincts for the next prep even without changing the prompt.
Example
**Input:** Business: "We do commercial cleaning contracts for office buildings, average contract $3,000/month." Prospect: "Riverside Property Group, manages 6 mid-size office buildings downtown. Contact: Marcus Feld, Facilities Manager. Know so far: referred by a current client, hasn't switched cleaning vendors in 4 years."
**Output (excerpt):**
LIKELY PAINS: 1) Inconsistent quality across their 6 buildings from a vendor stretched thin. 2) No clear escalation path when something's missed. 3) Pricing that's crept up without a corresponding service upgrade over 4 years...
DISCOVERY QUESTIONS: 1) "What does 'good' look like day-to-day across your buildings right now?" 2) "When something gets missed, what happens next — who do you call and how fast does it get fixed?"...
POSITIONING LINE: "The risk with a 4-year vendor isn't that they're bad — it's that nobody's checked whether 'good enough' four years ago is still good enough for 6 buildings today."
Pro tip
Paste your actual call notes back into the same conversation right after the call and ask the AI to compare what you predicted against what was real — over a few calls this tells you which of your assumptions about your market are consistently wrong.
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