Practise the calls your role actually makes.
A setter’s call, an account executive’s discovery and an agency’s cold open are different calls. Each page covers what they are like, the moments that decide them, the objections you will hear and how to set up Coach Selly to rehearse them.
Pick your role
SDRs and BDRsYour job is not to sell the product. It is to earn a second minute, qualify honestly and book a meeting that actually happens.Appointment settersA setter is judged on one thing: a qualified buyer on the closer’s calendar who turns up. Everything on the call serves that.Account executivesBy the time a call reaches you, the buyer has agreed to talk. What they have not agreed to is anything else.Selling to contractorsThe owner is often on a roof, under a sink or driving between jobs. Your call has to earn its interruption fast.Marketing agenciesLocal owners get calls from agencies every week. The one that stands out is specific, honest about results and asks about their business first.Selling to small business ownersThe owner is the buyer, the user and often the person answering the phone. They have no procurement team, and no patience for a pitch that is not about them.
Who the practice buyer is
In Coach, the buyer is always the owner of a business, and you can set their industry. That is why every role here sells to businesses. If you sell to homeowners or households, the objections and the structure still apply, but the practice buyer will not be a consumer.
Rehearse your next call out loud
Pick your role, set up the buyer and run the call.