Sales Call Playbook

Sales call playbook

Generate a during-call reference guide tailored to a specific prospect. Produces a phase-by-phase cheat sheet you have open on a second screen while running the sales conversation.

Doctrine inherited (Step 7 — 0626 rollout, locked 2026-06-04)

Output complies with output-tenets.md, output-simplicity.md. Step 6 calibration: see [[feedback_execution_doctrine_refinements_step6]].

Refinements applied: R1 (playbook is internal rep-facing — inline cites stay for QA), R2 (multi-phase playbook ships as one doc with toggles per phase), R3 (talking-point framing operator-direct), R6 (close phase names stage-appropriate next step), R9 (verb-led phase names).

Process at a glance

INPUT VALIDATION → DIAGNOSIS → SUMMARY + MATH → TOUR + CLOSE → REVIEW & CHAIN

Five steps:

1. Adapt diagnosis questions (reorder discovery + add PMM funnel layer + follow-up branches)
2. Build summary + entry-point template (3 pillars + anonymised client parallels)
3. Create tour checklist (ALWAYS / SOMETIMES / NEVER tiers, conditional on prospect type)
4. Pre-fill math template (prospect's likely numbers, blanks for live confirmation)
5. Generate close sections (investment script + 6-8 objection cards + close protocol)

Output: 8-phase during-call cheat sheet (diagnosis → summary → tour → math → investment → reaction → objections → close).

Full flowchart, step-by-step runbook, and operational rules in the premium reference.

Claude Code triggers

Invoke this skill when user says:

• "Sales call playbook for [company]"
• "Call playbook for [prospect]"
• "Prepare call guide for [company]"
• "Sales framework for [prospect]"
• "Call cheat sheet"

Do NOT invoke when:

• User wants pre-call research only → Use client-discovery skill
• User wants a product demo script → Use demo-script skill
• User wants to create a proposal → Use client-proposals skill

Inputs

Required

Optional (improve quality)

If inputs are missing: Ask user to run /client-discovery first, or provide company name/URL to run both in sequence.

Operational rules (carry into every playbook)

These are the non-negotiable behaviors the playbook must encode at every phase. They're embedded in the templates but worth surfacing here so the agent doesn't dilute them when adapting:

• Listen 75%, talk 25% in diagnosis. Never pitch before completing diagnosis.
• Summarize in your own words before presenting your offer. Reflect back what you heard.
• Show the real workspace, not a slide deck. Tour is the proof.
• Use prospect's numbers, calculate conservatively. Never overestimate.
• Name the price after tour and math, never before.
• Don't defend the price — say it, stop, wait. Silence does the work.
• Offer payment flexibility, never discounts.
• If not a match, refer them elsewhere. Walking away protects future trust.

Anti-hallucination guardrails

1. Never fabricate client results. If you're unsure whether a result is accurate, don't mention it. An exaggerated claim costs more trust than a good story earns.
2. Never invent financial projections. Use prospect's real numbers or leave blanks.
3. Anonymise all client references. Use role + situation, never names.
4. Mark estimates. If pre-filling math with researched numbers, note they're estimates to confirm on the call.

Integration with other skills

Final ship gate

Run /premortem --output before ship. See /premortem skill for the 5 execution domains (will-it-resonate / will-it-convert / will-it-stay-on-brand / will-stakeholder-push-back / will-it-degrade-over-time) and output template.

Trivial-case escape: ## Premortem\nNo failure modes — trivial change satisfies the contract for genuinely trivial outputs.