Johanika Pretorius: Sales Call Playbook (Notion-Optimized)

🧠 Primary goal: Unlock G4 trust through warmth, signal-sharing, and collaborative mapping. Do not pitch. Do not present. Let her lean in.

🧣 Tone to hold: Collaborative, confident, co-creative.

🌟 Call Overview

• Gate: G3 to G4
• Buyer Posture: Curious, respect-based, collaborative
• What She Needs to Feel: You’ll share value without making her feel “sold to.”
• Big Risk: If you shift into "presenter" mode, trust drops.

🥇 Goal 1: Mirror Her Warmth + Anchor Shared Intent (G3 lock-in)

“Loved your message — it’s rare to get someone who leads with generosity and precision. I get the sense you’re the kind of person who builds for impact, not noise.”

🔹 Cues to Drop:

• "You mentioned maybe just a 'lusmakertjie'… I totally get that. Let's make this valuable whether or not it leads anywhere."

💬 Questions to Ask:

• "When do you know a client’s ready for a full system — versus just another tool?"
• "Where do your best-fit clients tend to hesitate or stall?"

🥈 Goal 2: Frame This as a Diagnostic, Not a Pitch

“What if instead of a presentation, we just looked at what you’re already seeing — and map where trust might be leaking from the current system?"

🔹 Cues to Drop: