<aside> ✊
Nobody is born a great closer. The people who close deal after deal all share the same secret - a proven framework and lots of practice. This is that framework. Study it, rehearse it, and make it yours.
</aside>
| Part | What You Do | Goal |
|---|---|---|
| 1. Set the Stage | Say hello → Explain how the call will work → Begin | Make them feel comfortable and take the lead |
| 2. Ask & Go Deeper | Check if they're a good fit → Understand their problems → Let them sell themselves | Learn about their situation so you can help them |
| 3. Show the Product | Point out common mistakes → Share your method → Present the offer | Show them how to go from where they are to where they want to be |
| 4. Answer Questions | Let them ask about the program | Clear up any confusion and build trust |
| 5. Close the Sale | Ask them to make a decision | Get payment or find out what's really holding them back |
| 6. Handle Objections | Address concerns about money, timing, fear, or other people | Remove the last thing stopping them and close the deal |
This takes about 2-3 minutes. It sets the mood for the whole call.
| Step | What to Do | What to Say |
|---|---|---|
| 1. Small Talk | Build a friendly connection. Make them feel comfortable talking to you. People buy from people they like and trust. Find something you have in common. Keep it natural and friendly. | *• "Hey [Name], great to connect with you!" |
| • "Is this a good time to chat?" "Awesome!" | ||
| • "Where are you based?"* | ||
| 2. Set the Structure | Take the lead. Tell them how the call will go. This helps them relax because they know what to expect. It also puts you in control. | *• "Great! So here's how this call works - I'll ask you a few questions to learn about you and your situation, and we'll see if this program is a good fit." |
| • "You'll get a chance to ask me anything you want." | ||
| • "Then we'll talk about next steps." | ||
| • "I'll start with some questions, then it's your turn. Sound good?"* | ||
| 3. Start the Conversation | Begin the questioning phase | "Awesome! Let's jump in…" |
<aside> 💡
Key Idea: The person who asks the questions is the one leading the conversation. Always be the one asking - don't let the prospect take over the flow.
</aside>
This is the most important part of the call.
It has 3 steps: Check if they're a good fit → Understand their pain → Let them sell themselves.
Before you go further, make sure this person is right for your program. You need to check 5 things. Don't waste time on people who aren't ready.
| Qualification Check | Questions to Ask |
|---|---|
| ✅ Do they have a real problem you can solve? | *• "In your application, you mentioned [XYZ]. Tell me more about that." |
| • "What does a normal day look like for you?" | |
| • "What's the most frustrating part of your situation right now?" | |
| • "What's your biggest challenge?" | |
| • "What's stopping you from getting the results you want?"* | |
| ✅ Can they afford it? |
You need to understand their financial situation - not to judge, but to know if this is realistic for them. | • "To understand your situation better, what does your revenue look like?" • "What has your revenue been in the last year? Last 3 months? Average month?" • "How much of that is profit?" • "How much are you spending on marketing?" • "Have you paid for any similar programs or courses before?" | | ✅ Can they make the decision on their own?
You want to make sure you're talking to the person who can actually say "yes." | • "Are you the business owner?" • "Are you working with a business partner?" • "Can you make this decision on your own?" • "What's your role in the business?" | | ✅ Do they trust you? | • "How did you hear about us?" • "What do you already know about what we do?" • "What caught your attention the most?" | | ✅ Are they ready to start? | • "If you decided today, would you start right away?" • "When do you think you'd be ready to get started?" |
<aside> 🔁
Keep checking that you understand them correctly:
This builds deep trust and shows you're really listening.
</aside>
This is where you help them feel the urgency to change. You need to clearly understand 3 things:
| Category | Questions to Ask |
|---|---|
| 🔴 Point A - Where Are They Now? | *• "Walk me through a normal day in your business." |
| • "What do your numbers look like right now?" | |
| • "What tools or methods are you using? What's working? What's not?" | |
| • "How's the competition in your area?" | |
| • "What changes are you seeing in your market?" | |
| • "Any big changes coming up in your business?"* | |
| 🚧 Barriers - What's in Their Way? | *• "Honestly, what do you think is stopping you from reaching your goals?" |
| • "What's your biggest concern right now?" | |
| • "What are you doing right now to fix these problems? How much is that costing you?" | |
| • "What have you tried before? What didn't work?" | |
| • "What frustrates you the most about this? Why?" | |
| • "How does that make you feel?" | |
| • "What happens if you DON'T fix this? What's the worst that could happen?" | |
| • "What is it costing you right now to do nothing?" | |
| • "What will it cost you in the long run?” | |
| • "If that problem disappeared - how much would that be worth to you?"* | |
| 🟢 Point B - Where Do They Want to Be? | *• "What's your goal for the next 6 months? 12 months? 3 years?" |
| • "What numbers do you want to hit in 6 months?" | |
| • "Right now, what matters more than anything to you? Why?" (This is the #1 reason they'll buy) | |
| • "If you reached that goal, how would you feel?" | |
| • "What are you hoping to solve by joining this program?" | |
| • "What made you apply?"* |
<aside> ⚠️
Important: After Point B, give a quick summary of everything they told you: