12h • General discussion
📞 Call Framework Update Video!
Hello ladies!
I have updated and refined our call framework after some additional high-level sales training, and I think this is going to make your calls feel much more natural while also helping you prevent objections before they ever come up.
We've now added 11 objection prevention topics that should be covered during every discovery call.
The Topics to Cover:
These are the main areas that must be covered during discovery (in no specific order, except where noted):
- Pain (Always do this first.)
- Why are they on the call? What's not working? What problem are they trying to solve?
- Timing
- When are they looking to get help?
- Finances
- What do they do for work? This gives you helpful context around their current financial situation without making money the focus.
- Partner
- Is there anyone else who needs to be involved in making a financial decision today?
- Current Situation
- Where are they right now before getting your help?
- Goals
- Where do they want to be in the next 90 days? Where do they want to be by the end of your program?
- Past
- What have they already tried to solve this problem? What worked? What didn't?
- Doubt
- If they know what they want, why haven't they been able to achieve it on their own?
- Comparison
- What other options, programs, or solutions are they considering?
- Commitment
- How committed are they to actually solving this problem? What's driving them to take action now?
- Trust (Always do this last.)
- How long have they been following the coach? What do they already know about the company? This naturally transitions into your pitch and helps establish credibility.
A Few Important Notes
Always start with Pain and finish with Trust.
Everything in between should feel like a genuine conversation, not an interrogation. You do not need to ask these questions in a rigid order. Your job is simply to make sure you've naturally covered each topic before moving into the pitch.
The purpose of discovery is not to race through a checklist.
The purpose is to understand the person sitting in front of you.
Get curious. Don't settle for surface-level answers. Ask follow-up questions. Listen carefully. Let them feel heard.
As you move through these topics, your goal is to create a clear picture of the gap between where they are today and where they want to be. When you've done discovery well, your offer becomes the natural solution to the problem they've already helped you uncover.
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📞 Call Framework Update Video!
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