Your craft

Weekly · Week of 29 Sep

What worked

• Opening with the signal, not the pitch
• Asking who else decides, early in the call
• Booking the next step on the call itself

One to try

Let the prospect talk first on discovery calls, past the opening line.

After each call

• You talked 68% of the time. Your best calls are under 50%.
• No next step was set. Want me to propose three times?
• Two deal check items are still unknown: paperwork and competition.
• You asked all three prepared questions. Keep that rhythm.