IONTRAINING
PART 1 — PRE-CALL PREPARATION

THE ARE RITUAL

Before you ever pick up the phone or walk into a meeting, you need to be ready. ARE is your pre-call ritual that ensures you show up at your best, in the right mental state, and fully prepared to understand your prospect's world.

A

APPEARANCE

How you present yourself matters — not just physically, but environmentally and energetically. Before every call, check all three dimensions.

PHYSICAL

  • Dress appropriately for your prospect's industry
  • Match or slightly exceed their expected dress level
  • Ensure grooming is professional and camera-ready
  • Check your appearance before every call, not just the first one

ENVIRONMENT

  • Clean, uncluttered background for video calls
  • Good lighting — face the light source
  • Eliminate distractions — close unnecessary tabs
  • Have all materials ready: notes, CRM, documents

ENERGY

  • Stand up or sit with good posture before dialing
  • Take three deep breaths to center yourself
  • Smile — it comes through in your voice
  • Decide how you want to feel: confident, curious, helpful
R

RESOURCE STATE

The most useful first step a salesperson can take is to move into a resource state. This technique lets you access your peak performance mindset on demand.

THE FOUR-STEP ANCHORING PROCESS

1

RECALL A PEAK MOMENT

Think of a time when you did something extraordinarily well. A call that went perfectly, a deal you closed against the odds, a presentation where you were completely in flow.

2

ENGAGE ALL THREE SENSES

Ask yourself: What did I see? What did I hear? What did I feel? Make the memory vivid and present. The more sensory detail, the stronger the anchor.

3

ANCHOR AT PEAK INTENSITY

When the memory reaches its most intense point — when you're really feeling that success — touch the back of one hand with a finger of the other hand. This creates a physical trigger.

4

TEST YOUR ANCHOR

Fire your anchor by repeating the touch. Do you feel the resource state return? If not, repeat the process until the stimulus-response connection is established.

BEFORE EVERY CALL: Fire your anchor. Enter the conversation already in your peak state. This takes 5 seconds and changes everything.

E

EMPATHY

Empathy is the bridge between your preparation and genuine connection with your prospect. Before you dial, step out of your world and into theirs.

RESEARCH

  • LinkedIn profile — recent posts, career history, shared connections
  • Company news — press releases, leadership changes
  • Industry pressures — what forces affect their business?
  • Previous conversations — review all prior notes

PERSPECTIVE-TAKING

  • What is this person likely worried about right now?
  • What does success look like in their role?
  • What pressures are they facing from their boss, team, customers?
  • Why might they be skeptical of someone like me?

INTENTION-SETTING

  • "I will listen for their outcomes first, before talking about my solution."
  • "I will use their vocabulary, not mine."
  • "I will match their pace and energy."
  • "I am here to understand, then to help — in that order."