The ACE Framework - The Best Way to Start Every Call (in my experience)

Hi all, I wanted to share something super easy to implement into your own prospect/customer calls that has been very successful for me in the two years I've been implementing it.

Full transparency, this isn't my own creation - it comes from Winning By Design.

Its the ACE framework. Example below:

A: appreciate your prospect/customer for taking time with you "Jim, really do appreciate you taking some time this morning.

C: confirm time "I have us booked for 30 minutes, does that work still? Do you have a hard stop?"

E: state your end goal - "The end goal for this call is to 1) get a better sense of XYZ at your organization 2) Share some more about how we can help with XYZ, answer any questions you may have 3) If we see a mutual fit, discuss next steps.

Before implementing this I found that 1) there was an awkward transition from small talk to business talk, especially with multiple stakeholders on calls. Now I can shoot the shit and then quickly jump into appreciatng them for their time (a very natural transition into biz talk) -> confirm time -> state the end goal and getting going with the call.

Super simple but I feel this simple framework has helped smooth the transition from small to talk to business talk & kept calls on track as we have an end goal upfront and the customer feels like they understand whats coming and are in control (not just another sales pitch).

Anyone else try this? Try it and let me know how it goes!