Use this sales framework on your calls!

Hey crew,

Here’s a high level overview of the 10 Step Framework to use in all your sales calls, as described in the masterclass from a couple weeks back:

1. Intro: Briefly build connection with the prospect — the key here is to be relaxed and let that show.

2. Frame: Set the agenda for the rest of the call, and get buy-in from them for that agenda.

3. Discovery: Ask questions to learn more about their situation and goals, uncover the limiting beliefs that have held them back, and ask pointed questions to help them step out of those limits. Use the Hell (problem), Bridges (past attempts to solve), Heaven (goal), Fuel (why now) framework to give yourself milestones to hit in Discovery.

4. Label: Tell their story back to them in a clear, succinct way that shows buying as the obvious option.

5. Offer: Communicate your certainty that you can help them (literally just say it), and tell them what parts of their mindset make you believe they’re capable of success.

6. Consultation: Explain the process you’d take them through, in 3-4 steps, step-by-step, to solve their problem and get them to their dream outcome. Use the U-Frame (refer to the masterclass for more on this).

7. Temp Check: Gauge their certainty level and uncover all potential concerns and doubts.

8. Objection Resolving: Resolve their concerns, doubts, fears, and questions until they’re fully bought in that they want to do this.

9. Investment: Tell them the price of your program simply and firmly. Shut up after you tell them.

10. Close: Collect that 💰, get that contract signed, book their onboarding call, and congratulate them 🔔

Use this on your sales calls and watch the money flow in.

- Aaron

5 comments