Sales Call Prep

What it does

Turns a prospect's name, their business and anything you already know into a short call brief: a company snapshot, what the person is likely responsible for, three discovery questions, the two objections you are most likely to hear, and a plan for the first 15 seconds and the last two minutes of the call.

When to use it

• The night before or an hour before a booked sales, discovery or quote call.
• When a new enquiry comes through your website and you want to call back prepared.
• When a colleague hands you a lead and you have five minutes.

What you need

• Required: the person's name, their role if known, the business name, and one or two sentences on what you sell.
• Helpful: text from their website "About" page, notes from the enquiry form, past emails, or a LinkedIn profile summary you paste in.
• Optional connectors, if you already use them: a CRM (HubSpot, Pipedrive, Salesforce, Zoho), Gmail or Microsoft 365 Outlook for past emails, Google Drive or OneDrive for earlier proposals, and web search. None is required. Pasting the information works just as well.

Steps for Claude

1. Confirm what you have been given and list anything missing that would change the brief (for example, no role, or no idea what they asked about).
2. If a connector or web search is available and the user agrees, pull only business information: what the company does, size, location, recent public news, and any earlier contact with the user's business.
3. Keep facts and guesses apart. Label anything inferred from the role or industry as "likely" rather than stating it as fact.
4. Do not collect or speculate about personal details that have nothing to do with the sale, such as family, health or politics.
5. Write the brief in the format below, under 400 words.
6. Check every claim the user might make on the call. If the brief suggests quoting a result, saving, price or timeframe, note that the user must be able to back it up.

Output format

Company snapshot (3 to 4 sentences): what they do, who they serve, location, anything recent. Contact profile (2 to 3 sentences): what someone in this role usually owns and cares about. What we know vs what we are assuming: two short lists. Discovery questions (3): each open-ended, with a one-line reason for asking. Likely objections (2): how they might say it, the concern underneath, and a two-sentence response that acknowledges first. Call plan: opening line, the one outcome to aim for, the next step to propose, and one thing to avoid saying. Claims check: any figure or promise in the brief that needs evidence before you say it.

Australian rules and sources

• Claims on the call. Under the Australian Consumer Law, what you tell a customer must be accurate and based on reasonable grounds, and predictions need solid evidence. See the ACCC guidance: https://www.accc.gov.au/business/advertising-and-promotions/false-or-misleading-claims
• Personal information. Many small businesses are not covered by the Privacy Act, but some are regardless of turnover. Check with the OAIC small business checklist: https://www.oaic.gov.au/privacy/privacy-guidance-for-organisations-and-government-agencies/organisations/small-business
• What you paste into AI tools. The OAIC recommends not entering personal information, and particularly sensitive information, into publicly available generative AI tools: https://www.oaic.gov.au/privacy/privacy-guidance-for-organisations-and-government-agencies/guidance-on-privacy-and-the-use-of-commercially-available-ai-products
• Cold calls. If the call is not booked and is to a number that may be personal, check the Do Not Call Register rules first: https://www.acma.gov.au/do-not-call-register

Limits

This brief is preparation, not research you can quote as fact. Public information may be out of date. Confirm anything important with the prospect on the call.

Example requests

1. "Prep me for a call tomorrow with Sam Nguyen, operations manager at a 30-staff Brisbane plumbing company. We sell job management software."
2. "Here is the enquiry form and their About page. Give me a call brief for Priya at Coastal Physio."
3. "Pull what we have on Harbour Freight from HubSpot and prep me for a renewal call at 2pm."