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© 2017 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
Pre-Call Planner ToolSelling Team Attendees:
Account: Date of call: KARE Designation:
Cast of Characters
Client Contact RoleImpact on This Deal
(High, Medium, Low)
Met Before? (Y/N)
LinkedIn Connected?
(Y/N)
DISC StyleD, I, S or C
Existing Relationship(Friend, Neutral, Enemy) F, N or E
Selling Side: Have you pre-briefed?Relationship issues: Business issues: Roles/responsibilities:
What should you bring?• Support materials• Technical support• Demo capability e-files
Goals for call:
Key questions to ask:
Questions the buyer may ask you: Your responses to these questions:
Planned Up-Front Contract:
• Delivery/service examples• Reference materials• Other
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