The six-step call
Offer one next action that fits the need. Confirm the purpose, people, date, time, and channel. If a meeting is not useful, state the correct next action instead.
The standard
Offer one next action that fits the need. Confirm the purpose, people, date, time, and channel. If a meeting is not useful, state the correct next action instead.
What good sounds like
“A demonstration focused on after-hours calls fits the problem you described. Shall we choose a time with the person who owns call handling?”
“We have the purpose, the people, the date, the time, and the video link. I will send the confirmation now.”
What bad sounds like
“Great, I will put something on the calendar and send the details later.”
“Let us book a full demonstration even though we have not found a problem it should solve.”
Buyer drill
Adam agrees to meet but gives no purpose and does not name who should attend. Build a useful next action, or explain why the meeting should not be booked yet.
No real customer is ever contacted during practice.
Reflection
Could someone read the calendar entry tomorrow and know why the meeting exists, who belongs there, and what should happen?
The complete call
The learning circle