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.

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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).

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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.

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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

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Inputs

Required

Input	Description	Source
Client-discovery output	Prospect context, opening playbook, questions, qualification criteria	Output from /client-discovery

Optional (improve quality)

Input	How it helps
Known pricing context	Pre-fills investment section more accurately
Prior meeting notes	Adapts diagnosis to what's already been discussed
Competitor intel	Sharpens positioning in summary and tour
Engagement type	Tailors math and investment to specific offer

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

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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.

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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.

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Integration with other skills

Skill	Relationship
client-discovery	Upstream — provides prospect context, opening playbook, questions
client-proposals	Downstream — create proposal after the call using discovery + call notes
win-loss-analysis	Optional — analyse recorded call against framework

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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.

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