Follow This 4-step Framework To Master Every Call

Today’s Skill: Building A Framework For Your Calls

I see it far too often. You’re excited for a client call and show up with a lot of nerves and a “hope” that this will go well.

Then, we talk to much, ask basic questions, stumble over objections and often end the call thinking, “What the $%@# just happened?”

Does this sound anything like your calls?

If it does, we need to have a framework to guide us going forward.

⇒ I call it M.O.P.S.

It stands for Mindset, Objective, Preparation and Structure.

Let’s break each one down 👇

Step 1: Mindset

Your mindset shapes how you show up in every call. It’s not about being positive. Confidence, Connection, and Collaboration are all vital to crushing these calls.

• Confidence: You deserve to be in the room. The prospect isn’t on a pedestal. You are both exploring a fit. Don’t cater or cave to everything they say; believe in what you offer and how you conduct business.

• Connection: Sales are human-to-human. Start with small talk to build rapport. Shift to business by utilizing a clear agenda that details the topics for discussion. People build connection through deep, meaningful interaction.

• Collaboration: Think of the call as a partnership. Ask questions, solve problems together, and show that you’re a trusted advisor. People don’t want someone who just says “Yes” all the time. They want someone who offers alternatives and helps them think more deeply.

Pro Tip: Confidence shows through Nonverbal cues. So, turn your camera on and look professional. (Here’s your refresher on that, if needed)

Step 2: Objective

Start with the end in mind. Knowing your goals for the call helps you guide the conversation. This way, you can be purposeful and effective.

Ask yourself:

1. Why are we having this call? Discovery? Proposal? Negotiation? ... Why does this call even exist?

2. What do I want to achieve? These outcome goals drive us in a clear direction.

3. What does the client want? Try to anticipate their questions/concerns to tailor your approach.

Pro Tip: Calls without a clear goal often wander. Stay focused by having an objective for the call (this helps build an agenda, too!) and making sure you are clear on how to achieve it.

Step 3: Preparation

Great calls don’t happen by chance. Preparation is your secret weapon.

Consider:

• How did this meeting come about? Did a new lead come in? Are we presenting pricing? Did IT ask to review tech details? Is this a deeper discussion?… How did we get to this point?

• Who’s joining and why? Understand the roles of new people and what they might care about by researching prior.

• Where are they in their “buyers journey”? What do you know about their evaluation process? This can help you spot possible roadblocks.

• How are they solving this now? Check their current processes. You can look online or use past notes. This will help you come up with possible solutions.

Pro Tip: For discovery calls, you could send a short questionnaire beforehand. This does two things: it gives you insight so you’re not starting at “square one” and confirms their interest.

Step 4: Structure

“Winging it” is not a strategy. Structure provides the guideposts for a successful call.

1. Introductions: Who’s in the room and what are their roles?

2. Time Check: Confirm that the scheduled time is still available.

3. Agenda: Align on discussion points at the start. (especially with new attendees)

4. Periodic Check-Ins: Ensure you are on track and adjust if needed.

5. Next Steps: Always close with clear next steps and schedule the follow-up.

Pro Tip: Never end a call without agreeing on the next meeting or action items.

Final Thoughts to Make Your Calls Shine

1. Be Yourself.

2. Be Punctual.

3. Be Curious.

4. Lead the call.

5. Set clear next steps.

Using the M.O.P.S Framework helps you feel confident, prepared, and in control during client interactions. Consistency sets the boundaries for you to shine. Use it to help guide you on your next call.

Action Item:

Take a look at your calls for next week. Then, schedule 15-30 minutes to quickly review them all at once. Spend 3 to 5 minutes on each task. Gather your notes, set an objective, and get ready.

This way, you aren’t jumping into that meeting unprepared.

Building a foundation for your meetings is what helps to win partnerships.

Use the framework to guide you to more of them.