Simple Sales Process

Negative Situation → Desired Destination → Negative Implications → Dynamic Presentation

Part 1 - Diagnosis

What's going wrong? (Negative Situation)

What's the problem?

  • Impact of problem

  • Duration of problem

  • Reason/Root/Cause Of Problem

  • Current Broken Approach To Solving problem

  • Additional Problem(s)/Consequences

  • Trigger Moment (Stack of things or recent moment?)

Where do you want to go? (Desired Destination)

Goal - Specific

Goal - Expansion

Money -> Mission

Commitment (What makes this a priority for you?)

So if you found to start seeing these results, when would you want to start seeing these results? (timing)

  • Why not 12 months ago?

  • Why now?

What happens if you don't get there? (Negative Implication)

So the question we always like to ask is, what happens 12 months from now if you’re not able to improve this situation or if things even get worse?

Part 2 - Explaining Prescription

Dynamic Presentation

#1 Remind prospect of their problem

  • “So one of the things you mentioned around feeling stuck in your progress for the last 6 months is actually interesting, because what we do is…"

#2 Pre-frame your unique approach

  • “Because what we do is something unique, and somehow every program fails to properly include this , but I think it can be sort of the missing link for you based on what you’ve told me you tried in the past..”

#3 Present your unique approach to get the future they want

  • “We use our [method/pillar 1] in an easy to follow way, sort of the fastest approach to get faster results. You know we’ve done this with thousands of people so it wasn't a question of if this works, its a question of how we can make it work the fastest for you…"

#4 Confirmation Uniqueness

  • “Can you see how this is different from what you’ve tried in the past?”

Post Call Audit - List of Questions

Did I identify a ⁠Problem that WE SOLVE?

Did I expand the Problem properly?

Did they realize their current process is broken?

Did I create a clear goal?

Did I properly expand the goal?

Did I speak to greater relevance? (⁠Mission/identity/contribution/morality)

Did I get them to speak on urgency and timing? (Why now, why not 12 months ago, when do you want to see results?)

Did I get them to say they’re committed?

Did they explain the cost of inaction? (Financial, Family, Medical, Social, Mission)

Did they agree on our COO/Uniqueness? (Value validation)