In this chapter I want to examine preliminaries more closely. To be honest, the Huthwaite research team didn’t find the preliminaries stage of the call very exciting when compared with the central areas of investigating and demonstrating capability. That’s perhaps our personal bias, and it meant we did much less research in this area than in the other three stages. Nevertheless, even the limited data we did collect showed that successful ways of opening the call in a small sale are different from those which work best as the size of sale increases (Figure 9.1). Preliminaries https://s3-euw1-ap-pe-df-pch-content-public-p.s3.eu-west-1.amazonaws.com/9781003073024/de562ac4-70f6-4c85-bfb7-f694f31e2759/content/fig9_1.tif" xmlns:xlink="https://www.w3.org/1999/xlink"/>