2–3 MIN PER STEP · LEAD THE CALL · COACH, DON'T SELL
Phase 1 — Before the Call
01
Trusted Advisor MindsetPRE-CALLShow up as Yoda — tell them what they need, not what they want. Research them before you get on. You are the guide, not the salesperson.
Phase 2 — Open Strong
02
Lead Fast — No Chit-ChatFRAME90 seconds max. They're not here to socialize — something isn't working. Show leadership immediately. Set the agenda.
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Set the Agenda — Doctor Enters the RoomSTRUCTURE"Here's what we're going to cover today..." Guide through structured questions. Structure = safety. They feel taken care of.
Phase 3 — Diagnose
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Show Them the PrisonPAINThey've normalized their problem. Make them SEE it. "What's the real problem? How long? How has it bled into other areas of your life?"
05
Shift to the DreamVISIONPrison ‚Üí possibility. "What would it be like if you finally had [solution]? How would it feel knowing you made it?"
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Qualify — Become the SelectorQUALIFY2–3 questions: will they do the work? Can they hold their end? Shift from chasing to selecting. You choose them too.
Phase 4 — Present
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Recap Everything BackEMPATHYPause. Reflect their problems, goals, attempts, wins, and losses back to them verbatim. Proves you listened — not just selling.
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Present the Solution — Outcome OnlyPITCHNo DNS records. No tech jargon. "We solve [problem]. You get [result]. In [timeframe]." Under 5 minutes. Gunshot victim doesn't need the biology lesson.
Phase 5 — Close
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Check In Before PriceVALUE"Does this feel like the right fit?" Never blurt the price. If they ask cost, ask them: "What is this problem actually costing you?" Let the contrast do the work.
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Deliver Price with CertaintyPRICEOwn the number. No hesitation, no apology. When they feel the value and you're certain, it lands as obvious — not salesy.
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Coach Through Objections — Fear of ChangeOBJECTIONSObjections = fear of change, not rejection. Don't wrestle. Guide them back to their intention and who they want to become. Courage to commit.
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First Win — Break Inertia ImmediatelyCLOSEYes = act NOW. Frame the next 2 weeks. Send invoice / intake / booking confirmation before they hang up. They broke the inertia — keep the momentum.