Before Henry called his prospect, he practiced telling the story of how he scaled his SDR team using DiscoverOrg data. By role-playing, Henry displays which principle of Conviction?

The principle of Conviction that Henry is demonstrating is preparation. By taking the time to role-play and practice his pitch about scaling his SDR team, he shows a commitment to being thoroughly equipped for the conversation. Preparation leads to greater confidence and clarity during the actual call, allowing him to articulate his experiences effectively.

In a sales context, being well-prepared enables a salesperson to handle objections, respond to questions, and engage the prospect more compellingly. Role-playing specifically helps in refining messaging and considering different perspectives, making it an invaluable tool in preparation.

While other principles such as empathy, authenticity, and letting go can play important roles in sales interactions, they do not directly relate to the specific action of practicing a narrative prior to making a call, which is a clear indication of preparation.