CEO-Mandate-Sales-Call-Playbook
The document is an internal playbook for Bill and the Closing Team at the 80/20 Institute that defines a structured, operator‑to‑operator discovery call process for qualifying and routing prospective mandates. The call is not a closing pitch; instead it focuses on uncovering the prospect’s numbers, decision makers, timeline, and gaps, then mirroring the gap and presenting the 6‑week Mandate program. The playbook outlines pre‑call preparation (checking booking form, pulling calculator numbers, starting a Fathom recording), a 60‑second framing statement, a 15‑20‑minute six‑question discovery spine (number, baseline, answer‑to, bridge, team, fear), a 90‑second mirror gap statement, a 3‑4‑minute walkthrough of the Board, Team, and Capability locks that compose the Mandate Document, three possible routing outcomes (clear fit, intake/follow‑up, not‑a‑fit), objection‑handling scripts tied to the gap, and post‑call actions (log in HubSpot, use Claude to analyze the Fathom recording and generate a brief recommendation). The tone is instructional, peer‑to‑peer, and the sentiment is confident and pragmatic, emphasizing concrete numbers and precise next steps.
Topics
Operator‑to‑Operator Discovery Framework
The overarching philosophy that the call is a peer conversation, not a sales pitch, with all dialogue anchored to the prospect’s numbers, names, and dates.
Pre‑Call Preparation & Data Gathering
Steps to review the booking form, identify company type, retrieve the prospect’s calculator number, set up the Fathom recording, and have reschedule/intake links ready.
60‑Second Call Framing
A concise opening script that sets expectations: a brief 15‑minute discovery, a direct fit assessment, and a promise of honesty.
Six‑Question Discovery Spine
The core 15‑20‑minute questioning sequence covering: the underwriting number, baseline today, decision‑maker hierarchy, bridge gaps, team composition, and 18‑month fear scenario. Each answer is anchored to a concrete metric.
Mirror Gap Statement
A 90‑second reflective summary that quantifies the prospect’s target versus current state, highlights the missing owner‑bridge, and frames the issue as a plan‑and‑commitment problem.
Program Walkthrough – Board, Team, Capability Locks
A 3‑4‑minute explanation of the three locks that constitute the Mandate Document: Board Lock (chair‑approved number), Team Lock (named owners with dollar amounts per lever), and Capability Lock (execution plan).
Three Routing Outcomes
Decision paths after discovery: (1) clear fit – recommend program and schedule enrollment, (2) open question – send intake form and follow up, (3) not‑a‑fit – refer to book or Masterclass.
Objection‑Handling Scripts
Prepared responses linking objections (price, time, DIY, indecision) back to the quantified gap and the cost of missing the exit number.