23d ago in Sales
10 Steps Sales Framework
Connection Stage
The first 45 seconds of a sales call can make or break your chances of success. This lesson emphasizes the importance of connecting with your prospects on a human level and breaking the initial sales resistance. You’ll learn how to use positive energy, humor, and genuine interest to disarm prospects and establish rapport quickly. We explore techniques to transition from being perceived as a salesperson to being seen as a trusted advisor.
The connection stage is the cornerstone of any successful sales interaction. In today’s world, prospects are bombarded with countless sales pitches, making them naturally guarded and skeptical. The connection stage is designed to break down those barriers by establishing a genuine, human connection in the first 45 seconds. If you rush this phase or focus too heavily on selling from the start, you risk setting a tone that feels transactional and impersonal, which can lead to resistance throughout the rest of the conversation. Therefore, the goal here is to ensure that the prospect sees you as a human being first, not just another salesperson trying to push a product or service.
To begin with, bring positive energy to the conversation. This doesn’t mean being overly enthusiastic or aggressive; rather, it’s about maintaining a warm, friendly demeanor that puts the prospect at ease. You can start with a light-hearted comment, a well-timed joke, or a casual observation that invites a bit of banter. For example, if you notice something unique in their environment during a video call, like an interesting piece of art or a sports team logo, mention it casually to spark conversation. This approach shows that you’re not just jumping straight into business without acknowledging the person on the other end of the line.
The connection stage is less about discussing products and more about building rapport. Many salespeople mistakenly rush through this part, eager to get to the “meat” of the conversation. However, taking the time to build trust upfront can pay off immensely later in the call. People are more likely to open up and share their true thoughts and concerns when they feel understood and comfortable. This makes it easier to navigate the subsequent stages of the sales process, where deeper insights and more sensitive topics will be discussed.
Establishing trust involves showing that you are genuinely interested in the prospect’s situation, not just focused on making a sale. This can be achieved through active listening and responding authentically to what they say. When a prospect feels that they’re being heard rather than sold to, they’re more likely to engage meaningfully in the conversation. Even simple acknowledgments, like nodding in agreement during a video call or using phrases like “I hear you” or “That makes sense,” can go a long way in making the prospect feel valued. It’s also crucial to avoid negative energy in this phase. Sales calls can be stressful, especially if you’re juggling multiple prospects or feeling pressure to hit targets. However, bringing any tension, frustration, or impatience into the conversation will be immediately noticeable and can put the prospect on edge. Before initiating the call, take a moment to relax, breathe deeply, and focus on entering the conversation with a positive, open mindset. Your attitude will set the tone for the interaction, so make sure it’s inviting and friendly.
Another key aspect of the connection stage is breaking away from the typical “salesperson” stereotype. Prospects are quick to categorize people they speak with, often based on past experiences with other sales reps. If they perceive you as overly polished, rehearsed, or insincere, it will be challenging to build trust. Instead, aim for authenticity and relatability. Share something personal or make a casual comment that reveals a bit of who you are outside of the business context. The goal is to humanize yourself in a way that makes the prospect feel like they’re speaking with a real person who understands them, not just someone who’s following a script.
To wrap up the connection stage, subtly transition the conversation towards more relevant business topics, but continue to maintain a conversational tone. For instance, after exchanging pleasantries or engaging in light banter, you might smoothly segue into the business portion of the call by saying something like, “It’s great to connect! I’m really looking forward to learning more about what you’re working on and seeing how we can help.” This sets the stage for a productive conversation without abruptly shifting gears. In summary, the connection stage is about creating a relaxed, engaging environment where the prospect feels comfortable and open to dialogue. By prioritizing this human connection first, you lay a solid foundation for the rest of the conversation. Remember, people buy from those they like and trust. If you can master the art of connecting quickly and authentically, you’ll find it much easier to guide the prospect through the rest of your sales process, from discovery to the final close. A strong connection helps dissolve skepticism, build rapport, and foster a sense of mutual respect, all of which are essential ingredients for a successful sales relationship.
Frame
Framing the call is essential for setting expectations and establishing yourself as the authority figure guiding the conversation. This lesson teaches you how to open the conversation by gathering context on the prospect’s situation, laying out the agenda, and getting buy-in from the prospect. You’ll learn how to position yourself as the expert who is genuinely interested in helping the prospect achieve their goals, which sets a positive tone for the entire interaction.
The framing stage is where you establish control of the conversation, set expectations, and position yourself as a trusted authority. The objective here is to guide the discussion with clarity and purpose while subtly reinforcing your expertise and credibility. Framing isn’t about dominating the conversation; it’s about creating a structured flow that reassures the prospect that they’re in good hands. When done correctly, this stage not only puts the prospect at ease but also positions you as a guide who is there to help them navigate their challenges and achieve their goals.
To begin the framing process, start by clearly outlining the agenda for the call. This can be as simple as stating, “Here’s what I’d love to cover today—first, I’d like to learn more about your current situation and what you’re aiming to achieve. Then, if it makes sense, I’ll share some ideas on how we might be able to help.” This statement does several things: it establishes the flow of the conversation, sets the expectation that this is a two-way dialogue, and hints that there may be a solution available if the fit is right. It’s important to avoid sounding overly scripted, as the goal is to convey a sense of professionalism while keeping the tone conversational and engaging.
Framing is also about setting boundaries and establishing yourself as the authority. Early on, you should make it clear that this isn’t just another sales pitch. For example, after laying out the agenda, you could say something like, “My main focus today is to see if there’s a real alignment between what you’re looking for and what we can provide. If it feels like a good fit, we can discuss next steps. If not, no worries—we’ll part as friends.” This type of framing does two things: it lowers the prospect’s defenses by removing the pressure to commit, and it positions you as someone who’s selective about who they work with, which can enhance your perceived value.
It’s also essential to ask for buy-in at this stage. Phrasing like, “Does that sound fair?” or “How does that plan sound?” invites the prospect to agree with the structure you’ve set, creating a collaborative atmosphere. This small step of getting their consent to the process helps smooth the flow of the conversation and reduces friction later on. When a prospect agrees to the agenda, they’re subconsciously agreeing to follow your lead throughout the call, which allows you to guide them more effectively.
Framing the call also involves establishing the context. Begin by asking open-ended questions to get a feel for where the prospect is currently and what they’re hoping to achieve. Questions like “How’s everything going with your business?” or “What’s been the primary focus for you lately?” not only allow the prospect to open up but also give you valuable insights that will guide the rest of the conversation. The key here is to listen intently and take mental notes on the details they share. The more information you gather at this stage, the better equipped you’ll be to tailor your approach in the later phases of the call. In this stage, it’s crucial to strike the right balance between curiosity and control. You want the prospect to feel that they’re being heard, but you also need to guide the conversation in a way that keeps it productive and on track. If the prospect begins to veer off-topic, gently steer them back by saying something like, “That’s really interesting. Let’s circle back to that in a bit, but first, I’d love to dive deeper into where you’re currently at with [specific issue].” This keeps the conversation focused while still acknowledging their input.
Another important aspect of framing is demonstrating genuine interest and empathy. Prospects can quickly detect whether you’re truly interested in their situation or just going through the motions. When they sense that you’re genuinely invested in helping them achieve their goals, they’re more likely to open up and share deeper insights. Use phrases like “I’d really like to understand more about that” or “It sounds like that’s been a significant challenge for you” to convey empathy and show that you’re fully engaged in the conversation.
By the end of the framing stage, the prospect should feel comfortable, understood, and confident that they’re speaking with someone who knows what they’re doing. This sets the stage for the discovery phase, where you’ll dive deeper into their needs, challenges, and goals. If the framing is done well, the prospect will be more forthcoming with information and more open to the solutions you present later. In essence, this stage is about laying a solid foundation of trust, credibility, and structure that will guide the rest of the sales conversation.
In conclusion, framing is a subtle but powerful tool that sets the tone, establishes control, and positions you as an expert who’s genuinely interested in helping the prospect succeed. By carefully guiding the conversation, setting clear expectations, and establishing a collaborative environment, you can create a smoother, more productive dialogue that ultimately leads to a higher chance of closing the sale.
Discovery
Discovery is the heart of any sales call. In this module, you’ll learn how to guide the prospect through a journey of self-realization, helping them uncover the truth about their current situation. By asking curious, non-judgmental questions, you help prospects face the reality of their challenges and limitations. The lesson breaks down the discovery process into four phases: Hell (current problems), Bridges (failed solutions), Heaven (desired outcomes), and Fuel (urgency). You’ll gain a deep understanding of how to navigate these phases to build a compelling case for your solution.
The discovery stage is where the real meat of the sales conversation happens. This phase is all about understanding the prospect’s pain points, goals, and motivations at a deep level. However, discovery is not just about gathering information—it’s about helping the prospect come face-to-face with the reality of their situation. Your role is to guide them through this self-realization process by asking the right questions and leading them to insights that they might not have fully acknowledged before. The goal is to uncover the “truth” of where they are versus where they want to be, creating a clear gap that you can later position your solution to fill.
The discovery process can be broken down into four key phases: Hell, Bridges, Heaven, and Fuel. Each phase serves a specific purpose in guiding the prospect through a journey of self-awareness and realization. Start with the “Hell” phase. This is where you explore the pain and challenges the prospect is currently facing. Ask questions like, “What’s the biggest problem you’re dealing with right now?” or “What’s been keeping you up at night regarding your business?” These questions are designed to bring the prospect’s pain to the surface. The more vividly they describe their struggles, the more motivated they’ll be to find a solution. Dig deeper by asking follow-up questions like, “How long has this been an issue?” or “What impact is this having on your revenue, stress levels, or personal life?” The objective here is to create a detailed and emotionally resonant picture of the prospect’s current situation, making them more receptive to change.
Once you have a clear understanding of their “Hell,” transition to the “Bridges” phase. This is where you explore what they’ve tried in the past to solve their problem. Ask questions like, “What have you done so far to try and fix this?” or “What solutions have you explored, and why didn’t they work?” It’s crucial to identify each and every “bridge” they’ve attempted because this helps set the stage for positioning your solution as the one that will finally work. Additionally, this phase helps you uncover any preconceived notions or biases the prospect might have based on their past experiences, allowing you to address them directly later in the conversation.
After exploring failed bridges, it’s time to move on to the “Heaven” phase. This is where you shift the conversation to focus on their ideal outcome. Ask them to describe what success looks like: “Where do you want to be six months from now?” or “What would your business look like if you could overcome these challenges?” The goal is to get them to articulate a clear and compelling vision of the future. This vision should be both practical (e.g., “I want to double my revenue”) and emotional (e.g., “I want to feel less stressed and have more time with my family”). By understanding both the logical and emotional drivers behind their goals, you can craft a more compelling pitch later.
The final phase of discovery is “Fuel.” This is where you explore the urgency behind their goals. The purpose of this phase is to prevent the common objection of “I need to think about it” by highlighting why it’s important to take action now. Ask questions like, “Why is this something you need to solve now instead of six months down the road?” or “What would happen if you don’t address this issue soon?” Their answers will give you valuable insights into what’s driving their urgency and can be used later to reinforce the importance of moving forward.
Throughout the discovery process, your goal is to guide the prospect toward a deeper understanding of their own situation. By asking curious, non-judgmental questions, you help them uncover insights that they might not have fully considered before. The more you can get them to articulate their pain, challenges, and goals in their own words, the more invested they become in finding a solution.
In addition to asking the right questions, active listening is crucial during this stage. Reflect back what you hear and ask for clarification when needed. For example, you might say, “So if I’m hearing you correctly, the main issue is [summarize their problem], and that’s been holding you back from [summarize their goal]. Is that right?” This not only shows that you’re paying attention but also helps solidify their own understanding of the gap between where they are and where they want to be.
The discovery stage is not just about uncovering information, it’s about helping the prospect realize that change is necessary and that staying where they are is no longer an option. By the end of this phase, you should have a clear picture of their “Hell,” the failed “Bridges,” their vision of “Heaven,” and the “Fuel” that’s driving their urgency. This sets the stage for the next step: labelling.
In conclusion, the discovery stage is the heart of the sales conversation. It’s where you uncover the prospect’s true needs, create a sense of urgency, and set the foundation for positioning your solution as the answer to their problems. By guiding the prospect through a journey of self-realization and helping them see the gap between their current reality and their desired future, you pave the way for a smoother pitch and a more successful close.
Labelling
Labeling is about succinctly summarizing the prospect’s situation and feeding it back to them in a way that resonates. This lesson teaches you how to accurately reflect the prospect’s own words and challenges, making them feel understood while subtly guiding them toward the solutions you offer. By mastering labeling techniques, you not only build trust but also create a sense of ownership in the prospect’s mind.
Labelling is a powerful psychological technique that involves summarizing and reflecting the prospect’s situation back to them in a way that makes them feel deeply understood. This stage is about taking everything you learned during the discovery phase and packaging it into a concise narrative that resonates with the prospect. Done correctly, labelling reinforces the prospect’s commitment to solving their problem while also setting the stage for your solution to be positioned as the logical next step. The labelling process starts by briefly recounting the key points of your discovery conversation. For example, you might say, “Just so I have everything straight—you’re currently at three deals per month, but you want to get to six so you can scale your business and eventually build a team. You’ve tried running Facebook ads and hired a couple of lead generators, but those didn’t work because of [specific reason]. Now, you’re looking for a more reliable system that can consistently generate quality leads. Is that right?” This summary does several things: it shows that you’ve been actively listening, it confirms that you’ve understood their situation correctly, and it subtly reaffirms the gap between where they are and where they want to be.
The key to effective labelling is to focus on clarity and simplicity. You don’t need to recount every single detail—just the most important points that align with the problem they want to solve and the goals they want to achieve. The goal is to present their situation back to them in a way that feels accurate and insightful, making them think, “Wow, this person really gets me.” When prospects feel understood, they’re more likely to trust you and be open to your recommendations.
Labelling also involves subtly reinforcing the identities and values that align with taking action. For instance, you might say, “You strike me as someone who doesn’t wait around when they see an opportunity to improve. Am I right?” This type of labelling taps into their self-perception and encourages them to align with an identity that supports moving forward with your solution. By framing them as someone who takes decisive action, you make it easier for them to say yes later in the conversation.
In addition to summarizing their situation, you can also use labelling to address any potential objections before they even arise. For example, if you know that cost might be a concern, you could say, “I know you’re cautious about investing in new strategies, especially after some of the things you’ve tried in the past didn’t pan out. But from what I can see, you’re really committed to finding a solution that works, even if it requires a bit of upfront investment.” This approach preemptively acknowledges their concern while subtly reframing it in a positive light.
The labelling phase is also where you begin to transition from understanding the problem to positioning your solution. After summarizing their situation, you can introduce the idea that there might be a better way to achieve their goals. For instance, you could say, “Given everything you’ve shared, it sounds like what you really need is a system that’s not only reliable but also scalable—something that can grow with your business as you reach those higher targets. Does that sound about right?” This opens the door for the prospect to agree with your assessment and sets the stage for your pitch.
The beauty of labelling is that it creates a moment of alignment between you and the prospect. When done effectively, it builds a sense of mutual understanding and trust. The prospect feels that you’re on the same page, which makes them more receptive to hearing about your solution. It’s also a way to subtly lead the prospect toward the conclusion that your offer is the best fit for their needs, without coming across as pushy or overly salesy.
In some cases, labelling can even help you identify and address hidden objections that might not have surfaced during the discovery phase. For example, if the prospect hesitates or seems unsure after you label their situation, it’s an opportunity to ask follow-up questions and dig deeper. You might say, “It seems like I might have missed something. Is there anything else that’s been holding you back from making progress on this?” This not only shows that you’re thorough but also gives the prospect a chance to voice any lingering doubts or concerns that you can address before moving into the pitch.
In conclusion, labelling is a strategic step that bridges the gap between discovery and pitch. By succinctly reflecting the prospect’s situation and reinforcing positive identities, you build trust, create alignment, and set the stage for a compelling pitch. When prospects feel seen and understood, they’re more likely to trust your recommendations and move forward with confidence. Mastering this phase is key to ensuring a smooth transition into the pitch, where you’ll introduce your solution as the logical answer to their needs.
Pre-Pitch
Before diving into your pitch, it’s crucial to ask for permission to share your thoughts. This lesson focuses on the art of the pre-pitch, where you label the prospect with the identities necessary to get the close. You’ll learn how to build exclusivity by positioning your offer as something only available to those who meet specific criteria. This module also covers how to determine if the prospect is a good fit and how to gracefully exit the conversation if they aren’t.
The pre-pitch stage is a critical but often overlooked part of the sales process. It serves as the bridge between the discovery phase and the actual pitch. This phase is where you gauge whether the prospect is ready to hear your offer and where you establish the criteria for moving forward. The main goal here is to get buy-in from the prospect while positioning yourself as selective about who you work with. This combination of validation and exclusivity helps build anticipation and sets the stage for a successful pitch.
After completing the labelling process and summarizing the prospect’s situation, smoothly transition into the pre-pitch by asking for permission to share your thoughts. For instance, you could say, “Can I be completely honest with you? Based on everything we’ve discussed so far, I believe there’s a strong chance we can help you, but I want to make sure we’re aligned before moving forward.” This approach does two things: it positions you as an advisor rather than a salesperson, and it sets the expectation that both parties need to be on the same page for the conversation to continue.
The pre-pitch phase is also where you subtly introduce the concept of exclusivity. This is crucial because it flips the dynamic from you chasing the prospect to the prospect wanting to qualify for what you offer. You might say something like, “We’ve had a lot of success with clients like you, but we’re very selective about who we take on because we’re committed to maintaining our track record. We only work with clients who are fully committed and ready to take action.” This statement subtly challenges the prospect to prove that they’re serious and worthy of moving forward, which can increase their motivation to stay engaged.
During this stage, you should also be prepared to disqualify prospects who aren’t a good fit. If, based on your conversation so far, you determine that the prospect doesn’t align with your criteria or that they’re not fully committed, it’s better to be upfront about it. You might say, “Based on what you’ve shared, I’m not sure this is the right fit for you at this time. I’d rather be honest about that now than have you invest time and energy in something that might not work.” This kind of transparency not only maintains your integrity but also strengthens your brand by showing that you’re not just trying to sell to anyone—you’re focused on delivering results.
If the prospect is a good fit, use the pre-pitch phase to continue reinforcing the identities and values that support taking action. For example, you could say, “You strike me as someone who doesn’t let opportunities pass by. You’re the type of person who takes decisive action when they see something that aligns with their goals, right?” This kind of identity reinforcement primes the prospect to say yes when you eventually ask them to move forward.
Another key element of the pre-pitch is setting up the transition to the actual pitch. If the prospect responds positively to your framing and seems engaged, it’s time to offer to share your thoughts on how you can help. For instance, you might say, “I have a pretty clear idea of how we can get you from where you are now to where you want to be. Would you like me to walk you through what that could look like?” This question is designed to get the prospect to ask for the pitch, making them more receptive to what you’re about to share.
At this point, it’s important to remember that the pre-pitch is all about setting the stage. You’re not diving into the details of your solution just yet—you’re simply building anticipation and ensuring the prospect is primed to hear your offer. This is also where you lay the groundwork for discussing price later on. If you’ve done a good job of framing the conversation and reinforcing the value of what you offer, the price will feel like a logical next step rather than a potential sticking point.
The pre-pitch phase is also a time to reinforce exclusivity by emphasizing the importance of working with the right clients. You might say, “We’re very intentional about who we work with because we want to make sure we can deliver the best possible results. Based on everything you’ve shared, I’m confident we can help, but I want to make sure we’re fully aligned before we move forward.” This not only positions you as someone who values quality over quantity but also makes the prospect feel special for being considered.
In summary, the pre-pitch phase is all about positioning, framing, and setting the stage for a smooth transition into the pitch. By focusing on exclusivity, gaining the prospect’s buy-in, and reinforcing key identities, you create a sense of anticipation that makes the prospect more eager to hear what you have to offer. If you master this stage, you’ll find that the pitch itself becomes much easier because the prospect is already primed to see your solution as the logical answer to their needs.
The pre-pitch phase may be brief, but it’s one of the most important parts of the sales process. It’s where you confirm that the prospect is ready, align expectations, and set the tone for a high-conversion pitch. When done right, this stage not only increases your chances of closing the sale but also enhances the overall experience for the prospect, making them more likely to feel confident and excited about moving forward.
Pitch
Effective pitching is about connecting your solution directly to the prospect’s needs and pain points. This lesson teaches you how to avoid a scripted, slide-heavy presentation and instead engage in a real conversation that aligns your offering with what the prospect cares about most. You’ll learn how to reference key points from the discovery phase, provide relevant success stories, and confidently outline how your solution addresses the prospect’s challenges.
The pitch is the moment where everything you’ve done so far in the sales conversation comes together. Unlike traditional sales pitches that rely on lengthy presentations or overly detailed slide decks, this approach focuses on having a real, human conversation that ties directly to the prospect’s pain points, goals, and the insights gathered during the discovery and pre-pitch phases. The key to delivering a successful pitch is customization—everything you say should be tailored specifically to the prospect’s situation, making it clear that your solution is uniquely positioned to address their needs.
Start your pitch by directly addressing the core problems and goals the prospect shared earlier in the conversation. For example, if they mentioned struggling to generate consistent leads, you could say, “Earlier, you mentioned that one of your biggest challenges is maintaining a steady flow of high-quality leads. Here’s how our solution directly tackles that issue by [briefly explain your process or feature].” The idea is to connect every aspect of your offering back to something the prospect has already expressed as important. This keeps the conversation relevant and focused on what matters most to them.
One of the most effective ways to make your pitch resonate is by weaving in success stories or case studies that mirror the prospect’s situation. For example, you could say, “This reminds me of a client we worked with who was facing similar challenges. They were able to achieve [specific outcome] within [time frame] after implementing our solution. What really made the difference for them was [unique feature or approach].” By using relatable examples, you not only build credibility but also paint a picture of what success could look like for the prospect if they choose to move forward with you.
It’s important to keep the pitch conversational rather than falling into a monologue. Ask questions throughout to gauge the prospect’s reaction and keep them engaged. For instance, after explaining a key benefit, you might ask, “Does that sound like something that would be helpful for your situation?” or “How does that align with what you’re looking for?” These check-ins allow you to maintain a dialogue and adjust your pitch based on the prospect’s responses.
Another crucial element of the pitch is differentiation. You need to clearly articulate what sets your solution apart from others they might be considering. However, instead of focusing on how you’re better, emphasize how you’re different. For example, “One of the things that really sets us apart is our approach to [specific process or feature], which is designed to [explain the unique benefit]. This is something that our clients consistently tell us makes all the difference when it comes to achieving [specific result].” The goal is to highlight the unique aspects of your solution that directly address the prospect’s pain points while also positioning yourself as a standout option in a crowded market.
When delivering your pitch, avoid overwhelming the prospect with too much information. It can be tempting to dive into every feature, benefit, and technical detail, but this can lead to information overload. Instead, focus on the core elements that align with what the prospect cares about most. Keep your pitch concise and laser-focused on the key points that will resonate with them. Remember, the goal is to make it easy for them to see how your solution fits their needs, not to impress them with how much you know.
As you wrap up your pitch, transition smoothly into discussing how the process would work if they decide to move forward. For example, you could say, “So, if this sounds like the right fit, here’s how we typically get started. First, we’d [outline the initial steps], and from there, we’d [explain the next phases].” This sets clear expectations and gives the prospect a sense of what to expect next, making it easier for them to visualize moving forward with you.
Throughout the pitch, be mindful of your tone and delivery. Confidence is key, but it’s equally important to maintain a tone of collaboration rather than pressure. You want the prospect to feel that this is a partnership where both sides are working together to achieve a common goal. Use phrases like “We can work together on this” or “Our goal is to help you achieve [specific outcome],” which reinforces the idea that you’re on the same team.
As you conclude the pitch, prepare to transition into the temp check, where you’ll gauge the prospect’s reaction and readiness to move forward. This is a critical step because it allows you to address any lingering doubts or objections before introducing the price. By keeping the pitch focused on the prospect’s needs, maintaining a conversational tone, and highlighting what makes your solution unique, you set the stage for a smooth transition into the closing stages of the sales conversation.
In summary, the pitch is where you connect all the dots between the prospect’s pain points, their goals, and your solution. It’s about delivering a tailored message that resonates with what they care about most, all while positioning yourself as the best choice based on differentiation, relevance, and credibility. When done effectively, the pitch feels less like a sales presentation and more like a natural conversation that leads the prospect to the conclusion that your solution is exactly what they need to move forward.
Temp Check
Before introducing pricing, it’s important to assess where the prospect stands in terms of buy-in. This lesson introduces the concept of temp checks, where you casually ask the prospect how they’re feeling about the solution so far. You’ll learn how to use humor, light-heartedness, and direct questions to uncover any lingering doubts or objections before moving forward.
The temp check is an essential but often underutilized part of the sales process. After delivering your pitch, the temp check is where you pause to gauge the prospect’s reaction and uncover any hidden concerns or objections. The goal here is to determine how aligned the prospect is with what you’ve presented and to identify any potential obstacles before moving into the final stages of the conversation. This step is critical because it allows you to address issues in real-time, rather than waiting for them to arise later, potentially derailing the close.
Start the temp check with a light, nonchalant approach. You don’t want the prospect to feel like they’re being put on the spot or pressured to make a decision immediately. A simple and effective way to initiate the temp check is by asking, “So, how are you feeling about everything we’ve discussed so far?” or “On a scale of 1 to 10, how would you rate what we’ve talked about?” By phrasing the question in a casual, open-ended way, you create a space for the prospect to share their thoughts honestly without feeling like they’re being pushed toward a commitment.
Pay close attention to both the content of their response and the way they deliver it. If they give you a high rating, like an 8 or 9, it’s usually a good sign, but it’s important to dig deeper to ensure there aren’t any lingering doubts. You might ask, “That’s great! What would make it a 10 for you?” This question encourages the prospect to articulate any minor reservations they may still have, which gives you the opportunity to address them head-on. On the other hand, if they give you a lower score, like a 6 or 7, it’s a signal that there are significant concerns that need to be explored further. In this case, you could follow up with, “I appreciate your honesty. What’s holding you back from feeling more confident about this?” This invites the prospect to share specific issues that you can work through together.
The temp check is also where you can gauge the prospect’s overall level of buy-in. Even if they give you a high score, their tone and body language (if it’s a video call) will tell you a lot about their true feelings. If they seem hesitant or non-committal despite expressing general agreement, it’s a sign that there might be unresolved doubts or unspoken objections. Use this opportunity to explore those areas by asking probing questions like, “Is there anything that’s still unclear or giving you pause?” The key is to remain curious and non-judgmental, making the prospect feel safe to express any concerns they might have.
One of the most common outcomes of the temp check is discovering objections related to trust, fear, or urgency. For example, they might say something like, “I really like what you’re offering, but I’m just not sure if it’s the right time,” or “It sounds great, but I’ve been burned before and I’m hesitant to commit.” These are not deal-breakers; they’re simply signals that more work needs to be done to reassure the prospect and address their concerns.
At this stage, it’s important not to rush into discussing price if the prospect isn’t fully bought in yet. Addressing objections during the temp check helps you build a stronger foundation for when you do eventually introduce the price. Remember, the goal is to resolve any concerns and get the prospect to a place where they feel confident and ready to move forward. The temp check is your chance to fine-tune the conversation and make sure you’re fully aligned before talking about the financial investment.
Another useful technique during the temp check is to use humor to keep the conversation light and engaging. For instance, if they give you a rating of 8, you might jokingly say, “Is that because nothing in life can be a perfect 10?” This type of light-hearted banter helps ease any tension and encourages the prospect to open up more. Humor can also disarm the situation, making it easier for them to express what’s really on their mind without feeling awkward or pressured.
Once you’ve gathered all the information from the temp check, use it to adjust your approach. If they express concerns about specific aspects of your solution, take the time to revisit those points and provide additional clarity or reassurance. If they seem fully on board, you can smoothly transition to discussing next steps, which typically involves introducing the price and outlining the process for moving forward.
In summary, the temp check is a pivotal moment in the sales conversation where you assess the prospect’s readiness, uncover hidden objections, and fine-tune your approach before moving into the final stages of the close. By taking the time to understand where the prospect stands, addressing any concerns, and ensuring alignment, you set yourself up for a smoother, more confident close. The temp check not only helps you avoid surprises later in the conversation but also reinforces the trust and rapport you’ve built, making it easier for the prospect to commit when you eventually present the price.
Objection handling
Objection handling is one of the most critical skills in sales. This lesson teaches you how to identify and resolve objections using a structured approach. By breaking down the root causes of common objections—trust, fear, and urgency—you’ll learn how to address them before they become deal-breakers. We also cover how to keep the conversation positive and how to guide the prospect back to their core motivations.
Objection handling is a crucial skill that can make or break a sale. Even if you’ve done everything right up until this point, objections are almost inevitable. They’re not necessarily a bad thing; in fact, they’re often a sign that the prospect is seriously considering your offer. The key to overcoming objections lies in how you respond. By addressing concerns with empathy, understanding, and strategic questioning, you can turn potential deal-breakers into opportunities to reinforce the value of your solution.
The first step in effective objection handling is to listen actively without interrupting. When a prospect voices an objection, let them finish their thought completely before you respond. This not only shows that you respect their concerns but also gives you the full context you need to address the issue properly. For example, if they say, “I’m just not sure if I can afford this right now,” avoid jumping in with a quick rebuttal. Instead, let them explain why they feel that way, which often reveals deeper underlying issues that need to be addressed.
Once the prospect has fully expressed their objection, acknowledge it with empathy. Use phrases like, “I totally understand where you’re coming from,” or “That’s a completely valid concern.” This helps the prospect feel heard and respected, which is critical for maintaining trust and keeping the conversation open. It’s important to avoid being dismissive or combative, as this can make the prospect dig in their heels and become resistant to further discussion.
After acknowledging the objection, the next step is to clarify and explore the real issue behind it. Objections are often surface-level expressions of deeper concerns related to trust, fear, or urgency. For example, if a prospect says, “I need to think about it,” they might actually be worried about whether the investment will deliver a strong enough return. In this case, you could ask, “I completely get that. Just out of curiosity, what specifically do you want to think about? Is it more about the timing, or are there still some unanswered questions about how this will work for you?” By asking open-ended questions, you can dig deeper and get to the root of the issue.
One of the most effective strategies in objection handling is reframing. This involves taking the prospect’s concern and presenting it in a new light that makes the objection less of a barrier. For example, if the prospect is concerned about the cost, you might reframe the conversation around the cost of inaction: “I hear you about the investment. Let me ask—what’s the cost of staying where you are right now? What’s it costing you in lost opportunities, time, or stress by not having a solution in place?” This type of reframing shifts the focus from the price to the value and impact of the solution, helping the prospect see the bigger picture.
Storytelling is another powerful tool in objection handling. When a prospect raises a concern, sharing a relevant success story can provide reassurance and build credibility. For example, you could say, “I completely understand where you’re coming from. One of our clients had a similar hesitation—they were worried about the initial investment because they’d been burned by other solutions before. But after working with us, they were able to [specific outcome], and now they’re seeing consistent results.” Stories like these help the prospect visualize success and see themselves in a similar position, making it easier for them to move past their objections.
In some cases, objections are simply based on misunderstandings or misinformation. If you sense that this is the case, use the opportunity to provide clarity without coming across as defensive. For example, if the prospect says, “I’m not sure if this will work for my specific situation,” you could respond with, “I hear you. Just to clarify, our approach is actually designed to be customized to each client’s unique needs. Here’s how it would be tailored for your situation…” By correcting misconceptions in a gentle, informative way, you can alleviate concerns without creating tension.
Throughout the objection-handling process, it’s important to stay calm, confident, and patient. Some objections take time to fully address, especially if they’re rooted in past negative experiences or deep-seated fears. Your tone and demeanor play a significant role in guiding the prospect through this process. Maintain a reassuring and collaborative attitude, reinforcing that you’re there to help them find the best solution, not just make a sale.
Once you’ve successfully addressed the objection, it’s time to loop back to the value proposition and move the conversation forward. For example, after addressing a concern about price, you could say, “Given everything we’ve talked about, do you feel more confident about moving forward? If so, we can discuss the best way to make this work for your budget.” This smoothly transitions the conversation toward the close while reinforcing the benefits of your solution.
In summary, objection handling is less about overcoming resistance and more about guiding the prospect through their concerns with empathy, understanding, and strategic insight. By actively listening, reframing concerns, sharing success stories, and providing clarity, you can turn objections into opportunities to reinforce the value of your solution. Effective objection handling not only helps you close more deals but also builds deeper trust and credibility with your prospects, setting the stage for long-term success and positive client relationships.
Price
This module focuses on the delicate art of introducing pricing. You’ll learn how to delay the price discussion until the prospect is fully bought into the value of your solution. We cover the A/B close technique, where you present two pricing options that guide the prospect toward the most logical choice. You’ll also learn how to structure offers that maximize upfront payments and create long-term cash flow.
The pricing conversation can be a make-or-break moment in any sales interaction, and it’s crucial to handle it with confidence, clarity, and strategic finesse. The way you present the price is just as important as the number itself. By the time you get to this stage, you should have already addressed the prospect’s pain points, established trust, and demonstrated the value of your solution. If done correctly, the price should feel like a logical next step rather than a surprise or hurdle.
To begin the pricing discussion, it’s important to reiterate the value proposition and how your solution directly ties into the prospect’s goals. Before revealing the number, anchor the conversation in the results and benefits they can expect. For example, you might say, “Based on everything we’ve discussed, the plan we recommend is designed to help you [achieve specific results], which we both agree would have a significant positive impact on your business and life.” This framing helps the prospect view the price through the lens of value and outcomes rather than just as a cost.
Next, it’s important to offer pricing options that provide flexibility while steering the prospect toward the choice that best aligns with their needs. One effective strategy is the A/B close, where you present two payment plans with clear benefits for each. For instance, you could say, “You have two options. The first is to pay $2,000 per month over six months, totaling $12,000. Alternatively, if you’re able to pay upfront, we can offer a discounted rate of $10,000, which saves you $2,000 overall. Which one works better for you?” This type of pricing structure provides a clear incentive for paying upfront while still giving the prospect flexibility to choose the option that suits their situation.
When discussing price, it’s essential to maintain a tone of confidence and neutrality. Avoid apologizing for the price or using hesitant language like “I know it’s a lot” or “It might seem expensive.” These phrases can create doubt and diminish the perceived value of your offering. Instead, present the price as a straightforward, fair exchange for the value you’re providing. Once you state the price, remain silent and allow the prospect to process the information. The pause may feel uncomfortable, but it’s important to resist the urge to fill the silence—let them be the first to speak.
It’s also helpful to remind the prospect of the cost of inaction. If they express hesitation, gently prompt them to consider what it would mean to continue operating without a solution. For example, you could say, “I completely understand where you’re coming from. But let’s think about what it’s costing you to stay where you are now. How much revenue are you missing out on each month by not addressing this problem? And what’s the impact on your stress and time?” This reframing shifts the focus from the immediate cost of your solution to the long-term consequences of not taking action.
In some cases, prospects might push back on the price, asking for a discount or indicating that it’s beyond their budget. This is where positioning the conversation around value rather than price becomes critical. If they request a discount, resist the temptation to immediately lower your rate. Instead, pivot the conversation to focus on the outcomes they want to achieve. For instance, you might say, “I hear you on the budget concern. Let’s revisit what we’re aiming to accomplish here. You’re looking to double your revenue over the next six months, correct? Our solution is specifically designed to help you achieve that, and based on the results we’ve seen with other clients, the investment tends to pay for itself within the first few months.” By reinforcing the potential ROI, you help the prospect see the price as a strategic investment rather than an expense.
Another approach is to offer tiered pricing with varying levels of service or commitment. For example, you could say, “If the full package feels like too much of a stretch right now, we also offer a more streamlined version that still addresses the key areas we’ve discussed but at a lower investment.” This allows you to meet the prospect where they are financially while still providing a path forward. However, be careful not to dilute the value of your offering by stripping away too many features or benefits—only downgrade if it genuinely aligns with the prospect’s needs and budget.
Throughout the pricing conversation, it’s essential to maintain a collaborative tone. Use inclusive language like “we” and “let’s” to position the discussion as a partnership aimed at finding the best solution. For example, “Let’s figure out the best way to make this work for you” signals that you’re working together to achieve a common goal rather than being at odds over the cost.
Once you’ve presented the price and addressed any concerns, smoothly transition into discussing the next steps. You might say, “If you’re ready to move forward, the next step is signing the agreement and setting up your onboarding session. We can get everything started today.” This creates a sense of momentum and reinforces the idea that taking action now is the best course of action.
One final tip for handling the price discussion is to emphasize the simplicity and clarity of your payment structure. Prospects appreciate transparency, so avoid any hidden fees or overly complex terms. Clearly outline what they’re paying for and what they’ll receive in return. This builds trust and helps eliminate any last-minute hesitations.
In conclusion, the price conversation is all about positioning your solution as a high-value investment that aligns with the prospect’s goals and delivers a strong ROI. By framing the discussion around value, offering flexible payment options, and maintaining a confident, collaborative tone, you can navigate this potentially challenging stage with ease. The key is to ensure that the prospect sees the price as a fair exchange for the results they want to achieve, which ultimately paves the way for a successful close.
Close
Closing isn’t just about asking for the sale; it’s about guiding the prospect to a decision they feel confident in. This lesson breaks down the closing process, from asking final questions to smoothly transitioning into the next steps like contract signing and payment collection. You’ll learn how to reinforce the value of the decision and handle any last-minute objections with finesse.
The closing stage is where all the hard work you’ve put into the sales process pays off. If you’ve navigated the previous stages effectively—building rapport, understanding the prospect’s needs, delivering a tailored pitch, and addressing objections—the close should feel like a natural progression rather than a pressured decision. The key to a successful close lies in making the prospect feel confident, supported, and eager to move forward.
Begin the closing process by confirming that all objections have been addressed and that the prospect is fully aligned with the solution you’ve presented. A simple way to do this is by asking, “Is there anything else you need to know before we move forward?” or “Do you have any final questions or concerns?” This ensures that there are no lingering doubts or misunderstandings that could cause hesitation. If the prospect indicates that they’re ready, you can proceed directly to outlining the next steps.
The next steps should be clear, straightforward, and easy to follow. For example, you might say, “Great! The next step is to sign the agreement, which I’ll send over in just a moment. Once that’s done, we’ll schedule your onboarding session where we’ll go over the details and get everything set up.” By clearly outlining what happens next, you remove any ambiguity and make it easy for the prospect to visualize moving forward. This also creates a sense of momentum, encouraging the prospect to take action immediately rather than delaying the decision.
When closing, it’s important to use assumptive language that signals confidence and reinforces the idea that moving forward is the natural next step. Phrases like “When we get started…” or “Once you’re on board…” subtly imply that the decision has already been made, making it easier for the prospect to say yes. This technique helps remove any last-minute jitters and keeps the conversation focused on the positive outcomes of moving forward.
One powerful closing strategy is the “either-or” close, where you give the prospect a choice between two favorable options. For instance, you could say, “Would you prefer to get started today and lock in the discounted rate, or schedule for next week at the regular price?” By framing the decision as a choice between two positive outcomes, you avoid putting the prospect in a yes-or-no situation, which reduces the likelihood of indecision or pushback. The either-or close works because it gently nudges the prospect toward making a commitment while still allowing them to feel in control.
During the close, it’s also important to maintain a tone of excitement and enthusiasm. The prospect should feel that you’re genuinely invested in their success and eager to help them achieve their goals. Enthusiasm is contagious—if you’re confident and excited about the partnership, the prospect is more likely to feel the same way. Use positive, forward-looking language that reinforces the benefits they’ll experience once they move forward, such as “I’m really excited to see what we can achieve together” or “I can’t wait to help you start seeing results.”
If any final objections arise during the close, handle them quickly and decisively. By this point, you should have already addressed the major concerns during the objection-handling phase, so any remaining objections are likely to be minor. For instance, if the prospect expresses hesitation about timing, you could respond with, “I totally get it—timing is everything. But based on everything we’ve discussed, it sounds like now is the perfect time to take action so you can start seeing the benefits sooner rather than later.” Reframe the objection as an opportunity to reinforce the urgency and importance of moving forward.
After addressing any last-minute concerns, transition smoothly into securing the commitment. You might say, “It sounds like we’re all set. The next step is to [outline the action, like signing the agreement or making the first payment]. Let’s get that taken care of now so we can get started right away.” The goal is to maintain momentum and avoid giving the prospect time to second-guess their decision.
Once the commitment is secured, immediately shift the focus to the onboarding process and what comes next. This not only reinforces their decision but also builds excitement for what’s ahead. For example, “After we get the paperwork sorted, we’ll dive right into creating your customized plan. We’ll be in touch within 24 hours to set up our first strategy session.” By providing a clear and positive picture of the next steps, you help the prospect feel confident that they’ve made the right choice and keep the momentum going.
Finally, it’s important to leave the conversation on a positive, reassuring note. Express your excitement about working together and reiterate your commitment to helping them achieve their goals. A closing remark like, “I’m really looking forward to seeing your progress and celebrating your wins along the way” reinforces the partnership and leaves the prospect feeling supported and motivated.
In conclusion, the close is about guiding the prospect confidently and smoothly toward a decision that feels right for both parties. By using assumptive language, offering clear next steps, and maintaining a tone of enthusiasm and support, you make it easy for the prospect to say yes. A well-executed close not only secures the deal but also sets the stage for a strong, long-term relationship built on trust, collaboration, and mutual success.
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10 Steps Sales Framework
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