Get prospects to the call and run it

Call people who already responded, using one of two setter scripts, to set up a longer business call or a specialist appointment.

Decide which inbound leads get your best people's time, which come off the calendar, and what each type of lead hears before the appointment.

When too few leads schedule or attend sales appointments, measure the three rates and widen availability: more days, hours, start times and scheduling routes.

Limit how far ahead leads may schedule a sales appointment, pull scheduled appointments earlier, ideally to the same day, and hand over to the closer.

Give scheduled leads a reason to attend, with a gift sent in advance or an either-or choice collected on arrival, plus proof matched to them.

Set how often to contact unresponsive leads, how to remind scheduled ones, and how to fix the next meeting before a call ends.

Set how fast your team first contacts new leads and answers booked ones, with a five-minute standard and a daily test.

Set how you first contact a new opt-in lead: which channels, in what order, and what to do when the call goes unanswered.

Use when salespeople repeat the same things every call, to build a short recorded pitch that prospects watch before each conversation.

Use when you close too few leads or customer results vary widely, to set entry requirements, qualify applicants and add friction.

Write a sales script, or coach those who say it, so the voice is right and its rises and pauses are marked on the page.

When you close sales on calls with no script, or one only you can close with: set the opening, build a first script, trim it.

Use when prospects hear the offer before feeling their problem, or a good offer is not selling and the timing may be off.

When on a sales call the prospect has named where they are and want to be, surface, label and stack their pains.

Use on a sales call when a prospect's answer about their problem comes back vague, to keep asking until they give a concrete detail.

When discovery is done and the prospect agrees with your read of their problems, tie each to the offer, then ask and name the price.

Use before reaching for any single sales tactic: control the conditions around the buyer, make every step fit, move fast and write plainly.

Use when cold ads or outreach are not converting, or when judging how much selling a buyer needs before deciding.

Use before working on your selling: confirm sales is what holds the business back, compare your close rate to benchmarks, and pick the weakest area.

When ads, the sales pitch or the script talk mostly about the promised result, find buyers' real pains in closed calls and use their words.

When reps repeat explanations to every prospect, or sales take several conversations, put a VSL before each conversation and make sure it is watched.

Prepare for a sales call: fill in call notes, pick proof matched to the prospect, and send what answers the objection you expect.

When a prospect leaves a call without buying, or you never email your customer or lead list, schedule a later meeting and email steadily.

When email brings in less than it did, ask the whole list in three short emails whether they still want it, remove everyone silent, and compare a week later.

Once a sales video sits before your calls, put one before every conversation that repeats, place it by the problem you have, and match it to each kind of buyer.