State the goal of the call and ask a first targeted question
The prospect just said “Hello”. Jordan whispers softly: “Go ahead. What are you doing now?”
Go directly into details to demonstrate your expertise
Question 1: The First Seconds
Briefly present the offer to generate interest
Bad habit. Without a framework, interest quickly drops.
State the goal of the call and ask a first targeted question
Go directly into details to demonstrate your expertise
RETRY
Question 1: The First Seconds
Briefly present the offer to generate interest
Excellent. You set a clear framework and guide the exchange.
State the goal of the call and ask a first targeted question
Go directly into details to demonstrate your expertise
CONTINUE
Question 1: The First Seconds
Briefly present the offer to generate interest
Too early. Expertise is only useful once the context is set.
State the goal of the call and ask a first targeted question
Go directly into details to demonstrate your expertise
RETRY
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
You continue with closed questions to move faster
You present a solution to test their reaction
The prospect remains vague in their responses. Jordan stops you: "So, what do you do to understand what's really behind it?"
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
You continue with closed questions to move faster
Very good choice! You delve deeper without assuming.
You present a solution to test its reaction
CONTINUE
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
Attention. You risk missing the essential.
You continue with closed questions to move faster
You present a solution to test its reaction
RETRY
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
Too risky. Testing a solution without diagnosis muddles the exchange.
You continue with closed questions to move faster
You present a solution to test its reaction
RETRY
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
You have identified the main need of the prospect, but you do not yet have a clear view of the budget, timelines, or the exact role of the decision-makers. Jordan looks at you and says: "So, at this stage, what do you do?"
You ask the prospect if they want to receive a proposal quickly
You continue the discovery to secure key elements before any proposal
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
Risky decision. Testing a solution without a complete framework can steer the conversation in the wrong direction.
You ask the prospect if they want to receive a proposal quickly
You continue the discovery to secure key elements before any proposal
RETRY
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
False security. The prospect's agreement does not replace a solid understanding of the situation.
You ask the prospect if they want to receive a proposal quickly
You continue the discovery to secure key elements before any proposal
RETRY
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
You ask the prospect if they want to receive a proposal quickly
Excellent reflex. Clarifying the structural elements ensures a relevant proposal.
You continue the discovery to secure key elements before any proposal
CONTINUE
Congratulations!
Jordan hangs up the phone and looks at you for a few seconds without saying a word. You didn't try to go fast, you tried to go fair. By structuring the contact and digging into the needs before proposing, you avoided the trap of premature speech. The sale hasn't started yet… but the foundations are now solid.
The Decisive Call
Sarah Akel
Created on January 27, 2026
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Transcript
The Decisive Call
LET'S Go !
Question 1: The First Seconds
Briefly present the offer to generate interest
State the goal of the call and ask a first targeted question
The prospect just said “Hello”. Jordan whispers softly: “Go ahead. What are you doing now?”
Go directly into details to demonstrate your expertise
Question 1: The First Seconds
Briefly present the offer to generate interest
Bad habit. Without a framework, interest quickly drops.
State the goal of the call and ask a first targeted question
Go directly into details to demonstrate your expertise
RETRY
Question 1: The First Seconds
Briefly present the offer to generate interest
Excellent. You set a clear framework and guide the exchange.
State the goal of the call and ask a first targeted question
Go directly into details to demonstrate your expertise
CONTINUE
Question 1: The First Seconds
Briefly present the offer to generate interest
Too early. Expertise is only useful once the context is set.
State the goal of the call and ask a first targeted question
Go directly into details to demonstrate your expertise
RETRY
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
You continue with closed questions to move faster
You present a solution to test their reaction
The prospect remains vague in their responses. Jordan stops you: "So, what do you do to understand what's really behind it?"
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
You continue with closed questions to move faster
Very good choice! You delve deeper without assuming.
You present a solution to test its reaction
CONTINUE
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
Attention. You risk missing the essential.
You continue with closed questions to move faster
You present a solution to test its reaction
RETRY
Question 2: Clarify the situation
You rephrase their statements and ask questions about impacts and stakes
Too risky. Testing a solution without diagnosis muddles the exchange.
You continue with closed questions to move faster
You present a solution to test its reaction
RETRY
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
You have identified the main need of the prospect, but you do not yet have a clear view of the budget, timelines, or the exact role of the decision-makers. Jordan looks at you and says: "So, at this stage, what do you do?"
You ask the prospect if they want to receive a proposal quickly
You continue the discovery to secure key elements before any proposal
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
Risky decision. Testing a solution without a complete framework can steer the conversation in the wrong direction.
You ask the prospect if they want to receive a proposal quickly
You continue the discovery to secure key elements before any proposal
RETRY
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
False security. The prospect's agreement does not replace a solid understanding of the situation.
You ask the prospect if they want to receive a proposal quickly
You continue the discovery to secure key elements before any proposal
RETRY
Question 3: Decide whether to propose… or not
You present an initial solution to see if it meets their expectations
You ask the prospect if they want to receive a proposal quickly
Excellent reflex. Clarifying the structural elements ensures a relevant proposal.
You continue the discovery to secure key elements before any proposal
CONTINUE
Congratulations!
Jordan hangs up the phone and looks at you for a few seconds without saying a word. You didn't try to go fast, you tried to go fair. By structuring the contact and digging into the needs before proposing, you avoided the trap of premature speech. The sale hasn't started yet… but the foundations are now solid.
RESTART