---
name: show-me-you-know-me
description: Audits sales copy (emails, cold call scripts, LinkedIn DMs) for assumed ignorance — places where the writer explains something the reader already knows, announces methodology instead of executing it, or name-drops a signal instead of baking it into the premise of a question.
---
# /show-me-you-know-me
Audit the following sales copy and flag every instance of assumed ignorance.
## The Core Principle
**The signal is baked into the premise of the question as an assumption — never stated explicitly.**
You don't announce what you know. You don't explain their world back to them. You don't name the signal — you assume it as true inside the question and move straight to the point. When done right, the prospect thinks "how did he know that?" for half a second before they're already answering. That half-second is the whole game.
---
## The Four Patterns to Flag
### 1. Name-dropping the signal
You found a signal. You're announcing it instead of assuming it. This is the most common mistake — it turns your research into a performance instead of letting it do quiet work.
The fix: take whatever you know, assume it as true inside the premise of a question, and move straight to the dichotomy. Never announce it.
**Bad:**
> "I saw [Name] just joined as VP of Sales — new leaders usually audit the stack in their first 90 days..."
**Bad:**
> "Congrats on the Series B — I know that usually means you're scaling the team..."
**Bad:**
> "I noticed you just posted three SDR roles on LinkedIn..."
**Bad:**
> "Saw you were just named to the G2 Leader list — congrats..."
**Good:**
> "When a new sales leader is looking at where pipeline breaks down — for a team selling into [persona], is the gap usually on the messaging side or the contact accuracy side?"
**Good:**
> "When you're scaling the SDR team and outbound volume is picking up — is the data keeping pace or is that starting to crack?"
**Good:**
> "When leadership's making moves and the sales org is under a microscope — pipeline efficiency usually comes up fast. what does your bounce rate on [persona] look like right now?"
The signal (new VP, new funding, new CEO, SDR hiring) lives in the premise. Never named. They know exactly what you're referring to. They think "how did he know that?" for half a second — then they're already answering your question. That half-second is the whole game.
---
### 2. Explaining their own pain to them
The prospect already lives this problem every day. You're educating them on their own reality. It's condescending even when it's accurate — especially when it's accurate.
The tell: if the prospect could have written that sentence themselves, cut it.
**Bad:**
> "Legal buyers are notoriously hard to reach — they change firms constantly and most data providers never catch up." (to a Director of Sales Development at a CLM company targeting GCs and CLOs)
**Bad:**
> "As you know, SDR ramp time is one of the biggest challenges for sales leaders today..." (to a VP of Sales Development)
**Bad:**
> "Cybersecurity is a top priority for most CISOs right now..." (to a CISO)
**Bad:**
> "Recruiting is competitive and top candidates have a lot of options..." (to a Head of Talent)
**Bad:**
> "Pipeline generation is the lifeblood of any sales org..." (to a CRO)
**Good:**
> "What does your bounce rate look like on GC outreach right now?"
**Good:**
> "When a ransomware threat gets through — who's handling it and how long does that take?"
Let the question surface the pain. They already know it exists. Your job is to ask the right question, not narrate the problem they're living.
---
### 3. Announcing methodology instead of executing it
You're describing what you're about to do instead of just doing it. This is "show don't tell" applied to sales. If you say "I'll lead with problems not pitches" — you just pitched. If you say "I'll be brief" — you just wasted a line being not brief.
**Bad:**
> "I'll keep this brief."
**Bad:**
> "I'm going to lead with problems, not pitches."
**Bad:**
> "I want to be upfront with you..."
**Bad:**
> "I know you weren't expecting this call, so I'll get straight to the point."
**Bad:**
> "I did my research and I think there's a real fit here..."
**Bad:**
> "I saw your post about [topic] and it really resonated — I'll do the same thing here."
**Good:** Just get to the point. The brevity speaks for itself. The research shows in the question, not in the announcement that you did research.
The ShieldGuard example from a cold calling competition that got this exactly right:
> "When your team's focus is on patients and not on whether an email looks suspicious — is the bigger concern training the team to identify threats, or stopping them before they ever reach your people?"
Never said "I know you're in healthcare." Never said "I did my research." The persona knowledge is just assumed in the premise and the call moves.
---
### 4. Stating the obvious
Any sentence the reader could finish themselves before getting to the period. These lines feel like padding, and to a sharp prospect they signal that the writer ran out of things to say and filled space.
**Bad:**
> "In today's competitive market, reaching the right prospects with accurate data is more important than ever."
**Bad:**
> "Sales teams rely on accurate contact data to hit their pipeline goals."
**Bad:**
> "Your team's time is valuable."
**Bad:**
> "Finding and retaining top talent is one of the biggest challenges companies face today."
**Bad:**
> "Every missed connection is a missed opportunity."
**Good:** Cut it entirely. Start with the question or the ask. The email or call that starts with the sharpest question wins.
---
## Always Run Twice
Every invocation of this skill runs in two passes — no exceptions.
**Pass 1:** Draft (or take the provided copy as-is). Output the first version in full.
**Pass 2:** Immediately audit the Pass 1 output against the four patterns above. Flag every violation. Then output the final clean version with all fixes applied.
If Mike provided copy to audit (not a draft request), Pass 1 is the copy he gave you. Pass 2 is the audit + clean rewrite.
If this is a draft request (find a signal, write an email), Pass 1 is the first draft. Pass 2 is the self-audit and revision.
Never skip Pass 2 even if Pass 1 looks clean — run the audit explicitly and show the score.
---
## Output Format
**Pass 1 — Draft**
Output the full copy.
**Pass 2 — Audit**
For each flagged line:
1. Quote the exact line
2. Name the pattern: `name drop` / `explaining their pain` / `announcing methodology` / `stating the obvious`
3. Rewrite it correctly — or mark `cut entirely` if it adds nothing
Overall score:
- **Clean** — no assumed ignorance found
- **Minor** — 1-2 small instances, easy fixes
- **Heavy** — multiple instances, needs a rewrite
End with the final clean version of the full copy.
---
name: cold-call-script
description: Build a cold call script or outbound plan in Mike's methodology. Use when Mike asks to write a cold call, mock call, outreach script, or prep for a mock call interview scenario. Also triggers on "write me a call script", "prep me for a mock call", "build the outbound plan", or "cold call [company/product/persona]".
argument-hint: "[company being called] [product being pitched] [target persona] [any signals]"
---
# cold-call-script
Build a cold call script in Mike's exact methodology. Takes a target, product, and any signals — produces a full script ready to use or practice.
---
## Mike's Framework (10 steps — in order, no exceptions)
This framework comes directly from Mike's explanation of why he leads the team in close rate, show rate, qualified meeting rate, ACV, and attainment. Do not reorder or collapse steps.
**Core ethos:**
- Every statement ends with a question. The prospect didn't want to be on this call — don't make them work to participate.
- The goal of the call is NOT to book a meeting. It's to book a meeting that generates revenue.
- Disqualify early. Ask the highest-impact DQ questions first. Don't talk to people who aren't a fit.
---
### STEP 1: OPENER
```
"Hey [Name], this is Mike with [Company]. I was calling to set a meeting with you?"
```
**Question intonation** — upward lilt at the end, like a question. Not a statement. Not aggressive. Curious.
---
### STEP 2: THEY RESPOND
They will almost always say: *"Calling from who?"* or *"Who is [Company]?"*
Expected. Don't be rattled. This is the setup for step 3.
---
### STEP 3: IDENTITY + NEVER-CALL-AGAIN OFFER
```
"[Company] — [one customer name / niche anchor only. NO description of what the product does].
Can I tell you what we do, and if it doesn't make sense for us to talk,
I'll never ever call you again?"
```
They say: *"Sure"* / *"Go ahead"*
**Critical:** Step 3 does NOT describe the product. It only identifies the company with a credibility anchor (a recognizable customer name or niche signal). The actual product description comes in Step 5, after the DQ gate. If you describe the product here, Step 4's "wait, let me make sure this makes sense" pivot is redundant — they've already heard it.
The never-call-again offer does two things: it lowers resistance AND sets up the DQ gate. You're signaling that you'll honor a no — which makes the yes more meaningful.
---
### STEP 4: THE PIVOT + DQ GATE ← the whole game
**Very literal. This is not a smooth transition — it's a deliberate mid-sentence stop.**
```
"Great — [starts to say what the product does] —
wait, actually, I want to make sure it even makes
sense for us to chat first..."
```
Then branch:
**IF a hard DQ exists** (a binary question where FALSE = end call):
```
"[Hard DQ question]?"
→ TRUE: "Okay good — [Company] is probably a fit then."
Continue to Step 5.
→ FALSE: "Got it — honestly you're probably not the right
fit for what we do. I'll let you go. Have a good one."
End call. Honor it. Never call again.
```
**IF no hard DQ exists** (most B2B calls) — use a false dichotomy:
```
"[Question with signal baked into premise → two options,
both of which mean you can probably help]?"
```
Either answer = continue. What matters: they FEEL like you tried to DQ them. When you keep going, they infer you can actually help. They feel their time is being respected. That trust carries the rest of the call.
**The signal in the false dichotomy is NEVER named.** Embed it as a given inside the question. Never say "I saw that..." or "I noticed..." or "I did some research and..." — assume it as true and move to the dichotomy.
---
### STEP 5: WHAT WE DO
Now state the product. One line. Tight. They've passed the gate and they're listening.
```
"[Company] — [one sentence: what it does, who it's for, what it solves]."
```
---
### STEP 6: FIRST DISCOVERY QUESTION
Open-ended, specific. Ends with a question (everything ends with a question).
```
"[Discovery question tied to what you just said]?"
```
---
### STEP 7: DISCOVERY LOOP + OBJECTIONS
Conversation opens up. Handle what comes. Common patterns:
- *"We already use [competitor]"* → **"Do you even like [competitor]?"**
- Most specific objections → **"That's actually why I called."**
- Most competitor mentions → **"I'd be surprised if you didn't."**
- *"Send me an email"* → **"Happy to — quick question so I don't send you something generic: [targeted question]?"**
- *"Not a priority"* → **"Totally fair — is that a timing thing or more that it genuinely isn't on the radar?"**
Keep asking questions. Every statement ends with one. Reduce friction — they don't want to be here, so make participation easy.
---
### STEP 8: LOOP BACK TO CLOSE
**After enough discovery that they could say yes** — don't wait too long:
```
"Like I said — I was calling to book a meeting with you."
```
Callback to the opener. Then alt-choice close:
```
"Does [day] or [day] work better?"
```
---
### STEP 9: MEETING BOOKED
```
"Great. Is there anyone else who should be on the call?"
```
Send the invite. Confirm they got it.
---
### STEP 10: "WHILE I GOT YOU..."
**Do not hang up.** Continue discovery after the meeting is booked.
```
"While I got you on the phone — [continues discovery questions]"
```
**Goal:** ID the ONE specific thing they're going to see on the demo. Articulate it back to them. Confirm it.
```
"I'm going to make sure the AE covers specifically [X] on the call —
does that sound right?"
```
Why this matters :
> *"When the person who agrees to the meeting knows exactly what they're going to see on that call, they're going to show up. And the AE walks in knowing exactly what this particular person expects to see — that's why I have the highest show rate, qualified meeting rate, and close rate on the team."*
**Note:** If you discover a hard blocker during Step 10 — cancel the meeting. Better to cancel now than have a no-show or a dead deal.
---
## How to Write the Script
### Step 1: Gather context
Read the arguments. You need:
- **Company being called** — the prospect's company
- **Product being pitched** — what Mike is selling
- **Target persona** — title, company type, day-to-day pain
- **Signals** — anything specific found through research
If context isn't in the arguments, check:
- `companies/{company}/research-report.md`
- `companies/{company}/README.md`
- `companies/{company}/mock-cold-call.md` (if one exists already)
If no signal is provided, find the strongest one from the research. Do not use generic signals like "I saw you're growing."
### Step 2: Determine the DQ gate
Before writing anything else, answer: **Does a hard DQ exist?**
A hard DQ is a yes/no question where a NO genuinely means Mike can't help them and should end the call. It must be binary and real — not a setup.
If yes: write the hard DQ and both outcomes.
If no: write the false dichotomy. Signal baked into premise. Both answers continue. Make sure the mechanism is that they FEEL DQ'd, not that they ARE DQ'd.
### Step 3: Write the script
Use this structure:
```markdown
# [Prospect Company] Cold Call Script
**Target:** [Title] at [Company type]
**Product:** [What's being sold]
**Goal:** [Book AE meeting / qualify / etc.]
---
## STEP 1 — OPENER
> "Hey [Name], this is Mike with [Company]. I was calling to set a meeting with you?"
---
## STEP 2 — THEY RESPOND
*Expected: "Calling from who?" / "Who is [Company]?"*
---
## STEP 3 — IDENTITY + NEVER-CALL-AGAIN
> "[Company] — [recognizable customer name or niche anchor ONLY. No product description].
> Can I tell you what we do, and if it doesn't make sense for us to talk, I'll never ever call you again?"
*They say: "Sure."*
---
## STEP 4 — THE PIVOT + DQ GATE
> "Great — so what we do is — wait, actually I want to make sure it even makes sense for us to chat first..."
### [HARD DQ / FALSE DICHOTOMY]
> "[DQ or dichotomy question]?"
[If hard DQ:]
→ TRUE: "[Confirmation + continue]"
→ FALSE: "[Respectful end to call]"
[If false dichotomy:]
→ EITHER ANSWER: "[Continue — explain why both paths lead forward]"
---
## STEP 5 — WHAT WE DO
> "[One-line product description]."
---
## STEP 6 — FIRST DISCOVERY QUESTION
> "[Question]?"
---
## STEP 7 — DISCOVERY LOOP + OBJECTIONS
### "We already use [competitor]."
> "Do you even like [competitor]?"
### "Send me something."
> "Happy to — quick question so I don't send something generic: [targeted question]?"
### "[Common objection]"
> "[Response — ends with a question]"
[4–6 objections. Always include send-me-something and a competitor response.]
---
## STEP 8 — LOOP BACK
> "Like I said — I was calling to book a meeting with you. Does [day] or [day] work better?"
---
## STEP 9 — MEETING BOOKED
> "Great. Is there anyone else who should be on the call?"
*Send invite. Confirm they got it.*
---
## STEP 10 — WHILE I GOT YOU
> "While I got you on the phone — [discovery continues]"
**Goal:** ID the one thing they'll see on the demo. Articulate it back.
> "I'm going to make sure the AE covers specifically [X] — does that sound right?"
---
## PROSPECT CONTEXT
[3–5 bullets on the specific company/persona — pain, signals, what matters to them]
---
## NOTES FOR THE CALL
[Interview-specific notes if applicable — who's playing the prospect, what they'll probe on, UVL parallels if relevant]
```
### Step 4: Audit with /show-me-you-know-me
After writing, run `/show-me-you-know-me` on Step 4 (the DQ gate). Flag any line that:
- Names the signal ("I saw that you're expanding...")
- Explains their situation back to them
- Announces methodology instead of executing it
Fix flagged lines. Then present.
---
## Rules
- **Step 4 is a literal mid-sentence stop.** Do not make it a smooth pivot. Write it as a pause/redirect.
- **Book fast, discover more.** The meeting gets booked at Step 8. Steps 9–10 are not optional — they're where show rate and close rate come from.
- **Hard blocker found in Step 10?** Cancel the meeting. Better now than a no-show.
- **Every statement ends with a question.** Read every line of dialogue — if it ends with a period and it's not an invitation to respond, rewrite it.
- **Never name the signal.** Embed it as a given inside the question.
- **Product scope matters.** If Mike is only pitching one product line, the script stays in that lane the entire time.
- **The never-call-again offer is real.** Both false DQ and hard DQ paths must honor the promise — if FALSE, end the call cleanly.