sales job prep

A prospect says "Just email me info" and tries to end the call. Next best move?

Ask one tight question to earn 30 more seconds: "Before I send anything what are you hoping it solves?"

Prospect is vague and says "We are exploring options." What do you do next?

Force specificity with a 2-choice question: "Is the priority speed to launch or reducing risk?"

Prospect asks for pricing early and you do not know their use case. Next best move?

Give a range plus a condition: "It depends on scope typically X to Y and I can narrow it after 2 questions."

You ask "Do you have budget?" and they shut down. What is the better next move?

Ask about impact instead: "What happens if this stays the same for 6 months?"

Prospect says "We already have a vendor." Next best move?

Disarm and differentiate: "Makes sense what do you wish they did better so I know if it is even worth talking?"

Prospect says "We are not ready." Next best move?

Shift to timing criteria: "What would need to be true for you to be ready?"

Prospect says "Send a proposal" but you have not confirmed needs. Next best move?

Refuse politely and schedule discovery: "Happy to but I need 15 minutes to confirm scope so it is accurate."

Prospect is friendly but gives no concrete details. Next best move?

Ask for a measurable outcome: "What would success look like in numbers?"

Prospect keeps asking features. Next best move?

Redirect to outcomes: "What is the business result you need those features to produce?"

You have 10 minutes left and no next meeting scheduled. Next best move?

Close for calendar: "If this is relevant the next step is a 30 minute working session can we book that now?"

If the prospect answers with long stories and no decisions…

Then summarize and ask for confirmation plus next step: "So the core issue is X correct and should we solve it now or later?"

If the prospect gives a vague pain like "Efficiency"…

Then ask for a concrete example: "Walk me through the last time this was painful."

If the prospect says "We need to think about it"…

Then ask what they need to decide: "What are the 2 or 3 things you need clarity on to decide?"

If the prospect says "We are comparing you to others"…

Then ask their decision rubric: "What criteria will you use to choose?"

If the prospect says "We do not have time"…

Then offer a low lift step: "Give me 10 minutes and I will tell you if we can help or not."

If the prospect says "Too expensive"…

Then ask compared to what: "Compared to what alternative cost or outcome?"

If the prospect says "We tried this before and it failed"…

Then ask failure mode: "What specifically caused it to fail last time?"

If the prospect wants a discount immediately…

Then trade not give: "I can adjust price if we adjust scope timing or commitment."

If the prospect asks for a free trial but your product is complex…

Then propose a pilot with success criteria: "Let us run a 2 week pilot with clear pass fail outcomes."

If the prospect wants you to talk to procurement first…

Then ask for internal champion alignment: "Before procurement who owns the outcome and can sponsor this?"

If the prospect asks for references early…

Then agree but sequence: "Yes after we confirm fit I will connect you with a similar customer."

Error spotting: "We are the best platform and have great customer service."

Too generic replace with quantified proof tied to their pain.

Error spotting: You demo features before confirming the problem.

Wrong sequence diagnose first then demo only what maps to the pain.

Error spotting: You answer objections with more talking.

Correction ask a question to diagnose the objection type first.

Error spotting: You send a proposal without confirmed decision process.

Correction confirm stakeholders timeline and criteria before proposal.

Error spotting: You accept "email me" as the end.

Correction ask for the smallest next commitment like a 15 minute follow up.

Error spotting: You pitch to the user but the buyer is finance.

Correction tailor to the buyer metric and decision risk.

Error spotting: You quote a single price without framing value.

Correction anchor to outcome and show tradeoffs.

Error spotting: You ask multiple questions in one breath.

Correction ask one question then pause.

Discrimination: Qualifying vs interrogating. Which is correct?

Qualifying is collaborative and tied to a goal interrogating feels like a checklist.

Discrimination: Discovery question vs leading question. Which is better?

Discovery question because it reveals truth leading questions bias answers.

Discrimination: Feature benefit vs business outcome. Which closes deals?

Business outcome because it maps to budget and urgency.

Discrimination: Handling objections with logic vs with diagnosis. Which first?

Diagnosis first because objections are often symptoms not reasons.

Discrimination: Sending info vs booking next step. Which is the real advance?

Booking next step because it creates momentum and mutual commitment.

Discrimination: Demo early vs demo late. Which is correct?

Demo late after pain and success criteria are clear.

Discrimination: Champion vs influencer. Key discriminator?

Champion has power and will to drive the deal influencer only advises.

Discrimination: Budget as number vs budget as willingness. Key discriminator?

Willingness because money appears when value and urgency are high.

Fill in the step: Discovery flow is Pain -> Impact -> ___ -> Next step.

Success criteria because it defines what winning looks like.

Fill in the step: Objection handling is Listen -> Label -> ___ -> Confirm.

Question because you must identify the real concern.

Fill in the step: Deal control is Agenda -> Time check -> Questions -> Summary -> ___.

Calendar close because you must secure the next commitment.

Fill in the step: Proposal readiness is Need -> Fit -> Value -> ___ -> Proposal.

Decision process because proposals without process stall.

Fill in the step: Pricing conversation is Range -> Drivers -> Tradeoffs -> ___.

Commitment because price is finalized when scope and next step are agreed.

Fill in the step: After a demo you must ask ___ not "Any questions?"

Reaction and next step because you need decision movement.

Fill in the step: Cold call opener is Reason -> Permission -> ___.

Problem question because it starts discovery.

Micro script: Prospect says "We are busy." Respond in 2 lines.

Totally fair I will be brief. Can I ask one question to see if this is relevant?

Micro script: Prospect says "Just email me." Respond in 2 lines.

Happy to what should I focus the email on. Is your priority speed cost or reliability?

Micro script: Prospect says "What do you do?" Respond in 2 lines.

We help teams achieve X outcome. The best way to see fit is 2 quick questions.

Micro script: You need to set an agenda at start of discovery. 2 lines.

My goal is to understand your situation and see if we can help. If it is a fit we will agree on a next step.

Micro script: You need to interrupt a rambling answer politely. 2 lines.

Let me pause you to make sure I captured it. The core issue is X correct?

Micro script: You need to ask for the next meeting. 2 lines.

The next step is a 30 minute working session. Do you want to put that on the calendar now?

Micro script: Prospect asks for a discount. 2 lines.

I can look at price if we adjust scope or commitment. What matters more lowest price or fastest results?

Micro script: Prospect says "We will think about it." 2 lines.

Makes sense what specifically do you need to think through. Can we schedule a decision check call?

Micro script: Prospect says "Your competitor is cheaper." 2 lines.

I believe you. What would make paying more worth it for you?

Micro script: Prospect says "Send a proposal." 2 lines.

I can do that but I need to confirm scope and decision process first. Can we do 15 minutes tomorrow?

Level 1 rule: When you hear a vague pain you should always ask what next?

Ask for a recent example because examples reveal root cause.

Level 1 rule: When you get an objection you should always do what first?

Ask a question because you must diagnose before responding.

Level 1 rule: What is the fastest way to create urgency ethically?

Quantify impact and timeline in the prospect words.

Level 1 rule: What is the best close in B2B discovery?

Close for the next step not the sale.

Level 2 apply: Prospect wants a quote but will not share requirements. What do you do?

Offer a range and require discovery to narrow.

Level 2 apply: Prospect has pain but no urgency. What do you do?

Ask about consequences and competing priorities then confirm timeline.

Level 2 apply: You spoke to a user who loves it but buyer is silent. Next move?

Ask the user to map stakeholders and introduce you to the buyer.

Level 2 apply: Prospect agrees it is a problem but says "later." Next move?

Schedule a follow up with a trigger: "Let us reconnect when X happens."

Level 3 discriminate: Is this a real objection or a brush off: "Sounds interesting."?

Brush off unless they name a problem impact or next step.

Level 3 discriminate: Is "No budget" real or a test?

Test unless they confirm no owner no timeline and no impact.

Level 3 discriminate: When is a proposal helpful vs harmful?

Helpful only after decision process and success criteria are confirmed.

Level 4 error spotting under time pressure: You have 60 seconds left and you keep explaining features. What is wrong?

You lost control summarize value and close for calendar.

Level 4 error spotting under time pressure: Prospect asks price and you panic. What is the correction?

Give a range and ask 2 scoping questions.

Level 4 error spotting under time pressure: Prospect says "We will get back to you" and you say "Okay." What is wrong?

No next step ask for a specific date and time to reconnect.

Level 4 error spotting under time pressure: You end a call without recap. What is the correction?

Recap pain impact next step and owner in 20 seconds.