Fire call! The ideas of leakage, missing words, and the distance between things in a sentence are next level concepts for sure, but happen every single day. I am going to start immediately really listening in everyday life becuase I am sure that this happens in everyday conversation with people. It just opens up a lot more to lean into on calls with prospects.

Sales Alliance Squad! Does anyone want to hop on some mock calls? I have a few good mock ideas.

Phase 5 and the bonus were solid! Loved the videos about Tonality, Pacing and Silence, as well as the group call I was on about Holding Frame, which I was asked to do a little mock on. I had done a mock call with Dylan where the building of energy during discovery is something I can do more of, which definitely includes utilizing tonality, pacing and silence, so its great to have what you learn be brough to life in a mock call where in real time you can get better at the skill. The bonus content was great too, with the application, and communication training and remembering to also interview them as well. I was able to do this on a potential offer already, which I do have some experience but having just looked at this, i was able to keep all of these things top of mind and the interview went well!

At the end of the day, the frame work and goals are the same as warm DM/phone inbound and outbound setting, but does have its special considerations. I did a year of heavy cold calling, so a big piece is the proper prospecting vs. calling random people, and at times leaning on some opening pitches and what not that the specific offer calls for, but after that aspect, its just a conversation like everything else we've been learning. Also, I hopped on a mock call today with Blake! It was solid to get some practice in.

Key Takeaways: The pain points and digging in on them are ammunition for later in the call. They are ammo against the objections that will come up. Keeping it in Frame is always necessary, so again, always start with setting frame solidly. The bringing up of the kids on Ada’s call was an opportunity to dig in on that. That will be great ammo for later for objections as well as painting that beautiful picture. Something that Dylan said was fire: paraphrasing here- “If you just go to the solution, vs. really going through the pain (validating) then someone may not be able to move forward on a subconscious level.” This is about them as an individual actually being seen, which is huge as a human in general, but what will definitely set you apart as a sales rep. Being able to really ground yourself and tap into confidence before a call is crucial. That may look different person to person, so what works for me?