FTA PRE-CALL PLANNING

QUICK SHEET

PROSPECT NAME

STAKEHOLDER
NAMES AND ROLES

OPPORTUNITY
NARRATIVE

FTA OBJECTIVE

TARGETED NEXT
STEP & FALL BACK
POSITION

COPYRIGHT ©SALES GRAVY, INC. 2021. ALL RIGHTS RESERVED.

MAY NOT BE COPIED WITHOUT LICENSE.
 FTA PRE-CALL PLANNING
QUICK SHEET
WHAT DO YOU KNOW?
Do your research and list the information
you already know about this prospect from
sources including your CRM, Google search,
the company's website, LinkedIn and other
social media channels.
WHAT DO WANT TO KNOW?
What qualifying information do you want
to learn in your initial discovery
conversation?
COPYRIGHT ©SALES GRAVY, INC. 2021. ALL RIGHTS RESERVED.
MAY NOT BE COPIED WITHOUT LICENSE.
POTENTIAL OPENING QUESTIONS
Based on what you know, develop 3-5
opening questions to kick off the
conversation. Craft broad, open-ended
questions that will compel your
stakeholder to open up.
DISCOVERY QUESTIONS
Develop a series of open-ended qualifying
and discovery questions in advance of your
First Time Appointment.