Two playbooks. They share the Objection Cheat Sheet.
Setting Workflow
Everything around the call. Lead-in (form submission) through closed-won handoff or lost-deal autopsy. Pre-call texts and emails, the manual outreach surround, follow-ups, no-shows, post-call recap. This is where show rate and conversion are actually won.
Sales Call Script
The call itself. Hello to “card charged.” Discovery, pitch, price, objections, close.
Boundary rule: if it happens before you pick up the phone or after you say goodbye, it’s setting-workflow. If it happens during the call, it’s script.