Planning
Before each call, Shannon gives your seller a call plan in five phases, Open, Discover, Problem, Offer and Close, with one move per row in the seller's words and the reason for each. Your seller starts the day on Shannon's morning brief.
How it works
As a seller, you get a plan written in your own words, with the reason for every move. She places the buyer's problem on one of five rungs, Latent, Acknowledged, Quantified, Owned or Urgent, and picks the one question that moves it up a rung.
During the call, the seller ticks each move as Done, Part or Skipped and adds notes. After the call, the plan for the next call is drafted. As a manager, you see every seller's preparation alongside their calls and outcomes in one room.
The facts
- The call plan has five phases: Open, Discover, Problem, Offer, Close.
- Each row of the plan is one move in the seller's words, with its reason.
- The Founder plan includes call preparation and planning.