Sales Call Cheat Sheet — Clarifying Questions
Purpose: Before building your sales call cheat sheet, I need your input on a few things. I’ve reviewed ALL your existing docs (80+ files) and noted what’s already documented so we don’t recreate anything. Instructions: For each question, pick an answer (A is always the recommended option) and add any notes in the textarea below each one. Date: 2026-03-09
What You Already Have (Quick Inventory)
Before we get to questions, here’s what I found that’s directly relevant to a sales call cheat sheet:
| Document | What It Covers | Status |
|---|---|---|
call-pricing-cheat-sheet.md | Pricing for all 6 offerings, “on the call say” scripts, objection handling, 5 golden discovery questions, payment terms, referral info | This is your closest existing doc — 80% of what you need is here |
Mega_Playbook_Enterprise_SMB_Services.md | 60-min triage call agenda, close scripts (3 styles), objection bank, competitor talk tracks | Great raw material but not in quick-reference format |
Solanasis_Master_GTM_Playbook_2026.md | 30-min intro call structure, LinkedIn scripts, objection handling, full funnel math | Has a call structure but buried in a 60KB doc |
FAQs_EnterpriseGrade_SMB_Services.md | 27 FAQs in 3 voice styles (Exec/Direct/Bold) | Reference material, not a call cheat sheet |
SMB_Security_BDR_FAQ_Library.md | 100+ FAQ answers across 10 categories | Deep reference, too long for a call |
ORB Pack v2 (01_Offer_OnePager_Client.md) | Client-facing one-pager for the Resilience Checkup | Send-after-call asset, not a during-call tool |
Bottom line: The call-pricing-cheat-sheet.md already has pricing, scripts, and objection handling. What it’s MISSING is a structured discovery question framework, qualification criteria, call flow by call type, and transition phrases.
Question 1: Enhance Existing vs. Create New
Why this matters: Your call-pricing-cheat-sheet.md is already solid. We can either expand it into a full call playbook or create a separate companion doc focused on discovery questions and call flow, keeping the pricing cheat sheet lean.
Why A is recommended: Keeping two separate docs means the pricing cheat sheet stays quick-reference (no scrolling during a call) and the discovery/flow doc covers the “asking the right questions” piece you’re focused on. You’d have both open during calls.
- A) Create a NEW companion doc — “Sales Call Discovery & Flow Guide” that focuses on questions, qualification, and call structure. Keep the pricing cheat sheet as-is for quick price lookups.
- B) Expand the existing
call-pricing-cheat-sheet.md— Add discovery questions, call flow, and qualification framework into the same doc. One doc to rule them all. - C) Replace the pricing cheat sheet entirely — Build one comprehensive “Sales Call Playbook” from scratch that combines everything.
Your answer: ___
Notes:
Question 2: What Types of Calls Are You Doing?
Why this matters: The question framework changes dramatically based on where the prospect is in the funnel. A first intro call needs broad discovery questions. A proposal call needs scope-confirmation questions. A follow-up call needs objection-surfacing questions.
Why A is recommended: You’re in the early days, so most calls will be cold/warm intros where you need to quickly assess fit and surface pain. As you grow, you’ll add the other call types. Starting with intro + proposal covers 90% of your near-term calls.
Already documented: Your GTM Playbook has a 30-min intro call structure (5 min rapport → 10 min discovery → 10 min checkup explanation → 5 min next steps). The Mega Playbook has a 60-min triage call agenda.
- A) Mostly first intro calls (30 min) + some proposal/scoping calls — Need discovery questions for “is this a fit?” and a separate set for “let’s scope this”
- B) Mix of intro calls, deeper discovery calls, and proposal calls — Need a question framework for each stage
- C) Mostly warm referral calls where they already know what you do — Need less discovery, more scoping and closing questions
- D) All of the above — I want frameworks for every call type
Your answer: ___
Notes:
Question 3: Slide Deck vs. Cheat Sheet vs. Both
Why this matters: Your sales philosophy is “asking the right questions” (consultative selling). A slide deck can work against that philosophy because it puts you in presentation mode instead of conversation mode. However, a SHORT deck (3-5 slides) can be useful for the proposal portion of the call.
Why A is recommended: For consultative selling, the best approach is a cheat sheet YOU look at (questions, pricing, objections) while keeping the prospect in conversation mode, then sending the one-pager AFTER the call. A deck forces you into “let me show you” mode which kills the discovery flow. However, for the proposal portion of a 2nd call, a short deck can work.
Already documented: You have a client-facing one-pager (01_Offer_OnePager_Client.md) that covers the ORB. This is already your “send after the call” asset.
- A) Cheat sheet only (no deck) — Keep calls conversational. Use the one-pager as a post-call send. Your cheat sheet is for YOUR eyes only during the call.
- B) Cheat sheet + a mini slide deck (3-5 slides) — Cheat sheet for discovery/intro calls, mini deck for proposal/scoping calls where you screenshare
- C) Full slide deck (10+ slides) — Structured presentation for every call type
- D) Cheat sheet + interactive tool — Like a Notion/Coda form you fill in during the call that auto-generates a proposal
Your answer: ___
Notes:
Question 4: Qualification Framework
Why this matters: You need to know within the first 5-10 minutes whether this prospect is worth your time. You have 3-6 months of runway, so every call needs to either lead to revenue or a referral. A qualification framework helps you quickly sort “hot” from “not now” from “not a fit.”
Why A is recommended: BANT (Budget, Authority, Need, Timeline) adapted to Solanasis is the simplest and most proven framework. It’s easy to memorize and covers the four things you absolutely need to know: Can they pay? Are you talking to the decision-maker? Do they actually have a problem? Is there urgency?
Already documented: Your compiled questionnaire answers show your ICP is 10-150 seats, $500K+ revenue, M365/Google Workspace. The GTM Playbook mentions a conversion funnel but doesn’t have a per-call qualification checklist.
- A) Adapted BANT (Budget / Authority / Need / Timeline) — Simple, proven, easy to memorize. Customized with Solanasis-specific qualification criteria (e.g., $500K+ revenue, 10-150 seats, M365/GWS).
- B) MEDDIC-lite (Metrics / Economic Buyer / Decision Criteria / Decision Process / Identify Pain / Champion) — More thorough but takes longer. Better for enterprise sales.
- C) SPIN-based (Situation / Problem / Implication / Need-payoff) — Focuses entirely on discovery questions. Less about qualifying, more about surfacing pain.
- D) Custom “Solanasis Fit Score” — A simple 5-point checklist (size, revenue, tech stack, pain, timeline) that gives you a green/yellow/red score during the call.
Your answer: ___
Notes:
Question 5: Discovery Questions — What Are You Struggling With?
Why this matters: You said “a large part of my sales philosophy is asking the right questions.” I want to build questions that address your actual gaps, not just generic sales questions. The 5 golden questions in your pricing cheat sheet are great for the ORB/security angle, but you also sell CRM, migrations, integrations, and AI.
Why A is recommended: Most of your early calls will focus on the ORB wedge. Getting those questions razor-sharp first (and adding service-specific questions as secondary branches) is the 80/20 approach. You can expand later as you sell more of the other offerings.
- A) I need better questions for the ORB/security conversation — The 5 golden questions are a start but I want deeper, more specific questions that surface pain faster and naturally lead to the ORB proposal.
- B) I need discovery questions for ALL offerings — When someone mentions CRM issues, data migration, integrations, or AI, I don’t have a clear question framework to explore that and scope it.
- C) I need questions that help me figure out which offering to lead with — The prospect doesn’t know what they need. I need questions that reveal whether they need security, DR, CRM, migration, or integrations.
- D) All of the above — Give me a complete question library organized by offering, plus “triage” questions to figure out which offering fits.
Your answer: ___
Notes:
Question 6: Objection Handling Depth
Why this matters: You already have objection handling in THREE places: the pricing cheat sheet (6 objections), the Mega Playbook (4 categories), and the GTM Playbook (6 objections). Some overlap, some are unique. The question is whether to consolidate these or keep them where they are and just add the top ones to the new cheat sheet.
Why A is recommended: You don’t want to be scrolling through 20 objections during a call. The top 5-7 objections you actually hear most often should be on the cheat sheet. The full library stays in the Mega Playbook for study/prep.
- A) Top 5-7 objections on the cheat sheet, full library stays in Mega Playbook — Quick reference during calls. Study the full library separately.
- B) Consolidate ALL objections into the new cheat sheet — One place for everything, even if it’s longer.
- C) I don’t need objection handling on the cheat sheet — I already have these memorized or can handle them naturally. Focus the cheat sheet on discovery questions.
Your answer: ___
Notes:
Question 7: Post-Call Actions
Why this matters: The cheat sheet should ideally include a quick “what to do after the call” checklist so you don’t forget follow-up steps. This also helps when you eventually train contractors on sales calls.
Why A is recommended: A simple post-call checklist (update CRM, send one-pager, schedule follow-up, log notes) ensures nothing falls through the cracks and creates a natural SOP for when you delegate.
Already documented: Your GTM Playbook mentions Notion for pipeline tracking but doesn’t have a post-call workflow.
- A) Yes, include a simple post-call checklist on the cheat sheet — 5-7 items like: update pipeline, send one-pager, schedule follow-up, log qualification score.
- B) No, keep the cheat sheet focused on the call itself — Post-call workflow is a separate SOP.
- C) Yes, and also include pre-call prep steps — What to research about the prospect before the call, what to have open, etc.
Your answer: ___
Notes:
Question 8: Format & Access
Why this matters: You need to actually USE this during calls. If it’s a long markdown file, you’ll never find what you need in time. The format matters.
Why A is recommended: A single-page (or two-page) markdown file with clear sections and jump links is the most practical. You can have it open on a second monitor or printed. It’s also easiest for AI to help you iterate.
- A) Markdown file with clear sections and headers — Easy to search, print, or convert. Keep it open on a second monitor during calls.
- B) Notion page with collapsible sections — Interactive, can toggle sections open/closed during calls.
- C) Printed one-pager (front and back) — Forces brevity. You physically have it next to you during every call.
- D) Interactive web tool / Coda doc — Can fill in notes during the call and it auto-suggests next questions.
Your answer: ___
Notes:
Summary of What I’ll Build Based on Your Answers
Once you answer the questions above, I’ll create:
-
The Sales Call Cheat Sheet (or expanded version of the existing one, based on Q1)
- Call flow/agenda by call type (based on Q2)
- Qualification framework (based on Q4)
- Discovery questions organized by offering (based on Q5)
- Top objection responses (based on Q6)
- Post-call checklist (based on Q7)
-
Optional: Mini slide deck (if you choose B or C in Q3)
-
No duplication — I’ll reference existing docs where content already lives rather than copying it in
Pro Tip: The best sales call cheat sheets are ones you can scan in 3 seconds to find what you need. That’s why keeping it SHORT and using a companion doc for depth is usually better than one massive doc. Think of it like a pilot’s checklist — not a flight manual.