Belief Blueprint

Unlock These 7 Beliefs And Watch As Your Prospects

Effortlessly Close Themselves
For Quick Context…
● Owner of closers.io now, but started as a full-time
sales rep in 2016-2017
○ Terrible
○ Difference b/w me and top reps =
Objection Prevention vs. Objection
Handling
● After 3k+ calls, created a framework that allowed
me to have immense amount of success
○ 7 buying beliefs (or 7 limiting beliefs - if you
look at it in reverse)
○ Installing these before you transition to
your pitch/ask/close results in an
objectionable close
○ All great salespeople and sales scripts use
this rather they realize it or not.
● How to leverage those 7 beliefs is exactly what
this presentation is about.
What We’re Going To Cover:
● 7 Beliefs
● How To Build Them
● The Entire Sales Process
The 7 Buying Beliefs
● Pain
● Doubt
● Cost
● Desire
● Money
● Support
● Trust
***Notice that ALL these are predicated on the problem. Business is about solving
problems. That’s because when you solve a problem, you create value, and money
follows value. If we know that to be true - sales is simply the transference of certainty that
you can solve a problem for someone else. If there’s no problem, there’s no sale ***
How To Install The Beliefs
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Problem’s First Syntax OR Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Problem’s First Syntax vs. Goal’s First Syntax
● 6/7 beliefs are installed during the information gathering process via asking
skilled questions
● There’s two ways to do this:
○ Problem’s first
○ Goal’s first
● Which do you use?
○ Two types of “pain”
■ Existing Pain
■ Unfulfilled Desire
○ Problem’s first is used for existing pain
○ Goal’s first is used for an unfulfilled desire
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Problem’s First Syntax OR Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Call Introduction - Rapport
Hey is this NAME?

Hey - It’s Cole - What’s up?

Awesome - I was actually just ____

Been having a good week so far?

Great well - I know we got a limited amount of time here so you ready to jump in? Got a
clean sheet of paper, something to takes notes with?
-----
(if skeptical - is Now still a good time to connect?)
Call Introduction - Frame
Gotcha - so what I’ve found to work best on these calls is first diving deeper into the specific
of your business and sales process, how that’s working right now, and ultimately what you
feel are the specific challenges keeping you from moving forward.

Now, once we get some clarity there - if we can help then I’m more than happy to walk you
through that or wherever you wanna go and if not we can figure out whatever else is best - I
might refer you out to someone we know, give you some homework to work on in the
meantime, whatever you need.

Cool?

That being said… probably our best place to start is tell me what the biggest
challenge with your sales is right now… what’s not working at the level it truly could
be or that it should?
Goal’s First Syntax Flow
● Goal’s First Syntax Discovery
○ Isolate Challenge / Why Are They Here (Pain)
■ Probe
■ Background questions if needed
○ Desired Situation (Desire)
■ “Ultimate Goal”
■ Monetary
● Why that number?
● Financial qualifier (if pertinent) (Money)
■ Long-term Vision
■ Non-Monetary
○ Current Situation
■ Uncover Reason For Change (Pain)
■ Doubt Questions (Doubt)
■ Solution Questions (Trust)
■ Cost / Why Now Questions (Cost)
■ Support Questions (Support)
Info-Gathering: Isolate The Problem / Why Are They Here
What’s the biggest challenge right now? Or what’s not working at the level it truly could be or that it
should?

<<probe: “tell me more” “when you say ____, what do you mean, exactly?” >>

Can also use “What did you see about the ad that prompted you to reach out…?”

Background Questions If Necessary

● What problem are you solving…
● For whom are you solving it for…
● How are you selling it
○ Price
○ Acquisition
Quick Note On Probing Questions
● Tell me more…
● When you say ____, what do you mean, exactly?
● (Restate their statement, as a question)
○ “...you’re business is giving you… stress?”
● Why do you say that, though?
● “....and why is that important now, though?”
● Has that put you in a tough position?
○ In what way, though?
Goal’s First Syntax Flow
● Goal’s First Syntax Discovery
○ Isolate Challenge / Why Are They Here (Pain)
■ Probe
■ Background questions if needed
○ Desired Situation (Desire)
■ “Ultimate Goal”
■ Monetary
● Why that number?
● Financial qualifier (if pertinent) (Money)
■ Long-term Vision
■ Non-Monetary
○ Current Situation
■ Uncover Reason For Change (Pain)
■ Doubt Questions (Doubt)
■ Solution Questions (Trust)
■ Cost / Why Now Questions (Cost)
■ Support Questions (Support)
Info-Gathering: Desired Situation
● Gotcha, well what might make more sense is to begin with the end in mind here… so ultimately, what’s the
goal? (then ask probing questions, again)
● And what’s your monetary goal?
○ You seemed like you’ve thought of that number before… can I ask, why that number?
● (Financial Qualifier) And how much money would you have to have just to REPLACE the amount of
income that you’re making full time?
○ Is that ultimately the goal? To transition out of that?
○ Is replacing enough to allow you to leave? Or how much would you have to be bringing in to be able
to walk in the door in put in those 2wks?
■ So you’re making just 5k/m right now, correct?
■ Can I ask you an honest question…
■ 5k/m… you have a family, kids… I mean, does that put you in a tough position financially?
● In what way, though?
● And overall, what’s your long-term vision for ____?
○ Probing questions (again)
● Now, can I ask a personal question? And the reason why I’m asking is because my goal isn’t only to build
you a business that’s building you wealth - but also one that’s empowering you to live whatever lifestyle that
you want to live. So when you - think about - what that is for you… what comes up? What are the
non-monetary goals - the personal goals - that you want your business to allow you to achieve?
Goal’s First Syntax Flow
● Goal’s First Syntax Discovery
○ Isolate Challenge / Why Are They Here (Pain)
■ Probe
■ Background questions if needed
○ Desired Situation (Desire)
■ “Ultimate Goal”
■ Monetary
● Why that number?
● Financial qualifier (if pertinent) (Money)
■ Long-term Vision
■ Non-Monetary
○ Current Situation
■ Uncover Reason For Change (Pain)
■ Doubt Questions (Doubt)
■ Solution Questions (Trust)
■ Cost / Why Now Questions (Cost)
■ Support Questions (Support)
Info-Gathering: Current Situation - Pt 1
● Now, what’d you do now for work full time?
○ Do you like it? (This presents us two options)
■ They don’t like it (and then you use probing questions to dig into the pain
● “what’s the worst part about that?” “Take me back to the day where you said…
“enough is enough” what happened?”)
● How long have you been doing it? And how long have you been thinking about
starting this business?
○ Can I ask you a personal question? After all that time… what was the final
straw? Like what made you draw the line in the sand and say - you know
what - this has got to become a priority now, though?
■ They do like it… and then you say:
● What’d you like about it?
● And how long have you been doing that for? And how long have you thought about
starting this?
● Wow… well can I ask you a personal question? After doing that for 5 years… and it
all going fairly well for you… I mean… why all the sudden do you want to stop
doing that and start this business? Like… what happened.. To make this a priority
for you now, though?
Info-Gathering: Current Situation - pt 2
○ (Doubt) …and you’ve been wanting to do this for 3-4 years now, correct?
■ What’d you think has been the biggest thing in getting this started by
yourself? What’s in the way?
○ (Solution Questions)
■ Have you reached out to anyone else to get help with this in the
past?
■ Are you working with anyone now?
■ Have you been out there considering other coaches to possibly work
with?
■ Have you done coaching before?
○ (Support Questions) Are you married?
■ What’d you wife think about this transition? Is she supportive?
■ Does she know you are on this call?
■ What would she think if she did?
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Transition
“Look I don’t feel like I have anymore questions… Is there anything else that you feel like we
haven’t covered that I need to know?”

Well John - based on what you told me previously, we can DEFINITELY help...

<< Insert thoughts (optional) >>

That said, Where do you think we should go from here? I can walk you through the entire process
A-Z of how we would help you get to [OUTCOME] if you would like? But you tell me where you
wanna go.

-------

Thoughts can be:

● A case study story
● A personal story
● Some basic, valuable insight on the “what” not the “how”
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Pitch Flow
● Pitch
○ High Level Promise
○ Bridge
■ Pillar 1 - Paradigm Shift
■ Pillar 2 - Paradigm Shift
■ Pillar 3 - Future Pace
■ (Optional) Pillar 4 - Future Pace / Eliminate Fear Of Failure
○ Delivery
■ 60 seconds, nuts and bolts
Pitch - High Level Promise
Gotcha - so do you still have that pen & pad?

Great, on your pen and paper - write out 1—>4 with a good bit of space in
between them to take notes on each. 1, 2, 3, 4

[wait for them to acknowledge they’ve done this]

Ok - let me preface this by saying that everything I do is all customized on

what’s best for the client. For you, specifically, it’s gonna be 4 things. 4
steps for you to go from (CURRENT) to (DESIRED) while (BENEFIT or
REMOVING OBJECTION)
Pitch - Pillar Framework
Ok… so when you come in, the very first thing we’re going to do is build out what I call
your…

Pillar 1:
● Look, when it comes to (desired outcome), here’s the problem:
● Most people out there in (xyz market) are trying to do (incorrect behavior)...
● And because of that, they end up (having problem) and ultimately (consequences of
that problem).
● So instead, what we do is (feature)...
● Which allows you to (benefit)…
● And ultimately (benefit of that benefit)
● Does that make sense?
● What’re your thoughts on that? (double tie down)
● (Optional) …so you feel like based on what we were talking about earlier with (insert
problem they told you) that part of the process will be able to help?
Pitch - Pillar Framework
Key points:
● Us vs. Them // New vs. Old frames
● Problem linking (reason why that problem is a problem is…)
● Benefit linking (feature - benefit - benefit of the benefit)
● Simultaneous explanation
○ By the nature of you explaining what you two are going to get done, they
understand why they have failed and been stuck in the past
○ You do this by starting off explaining the problem… that tee’s up the solution.
● Incorporate as much of discovery in as you can
○ “You know how you were saying earlier that…. ?”
● Multiple forms of proof
○ Reason why proof, living proof, social proof, analogy to prove the main point.
● Double tie down
○ You want to create DIALOGUE around the offer - not the anvil drop
Pitch - Example Pillar
● “Productized Offer”
● So when it comes to dialing in your paid traffic, here’s the issue:
● Most coaches out there are completely focused on their ads and their funnel…
● When in reality, it’s actually their offer. So what they do is spend a ton of money on ads… testing
targeting… testing different bidding strategies….
● When ultimately they’re just trying to build their house on a foundation of sand.
● For example - you know how you said earlier that (competitor XYZ) was crushing it on ads but you
can barely break even?
● Well, why is that? You both do the same thing… right? It’s because of the offer.
● It’s also the exact reason we were able to generate 1M+ off just 150k ad spend last month.
● So instead, what we do is first take you through an offer intensive to help you build out an offer that’s
positioned as unique, different and superior than your competitors in a marketplace…
● When you can do that, not only will your ads work, but you’ll also be able to charge a premium.
● And when you can charge a premium, you’ll have much more cashflow which makes ads even
easier.
● Does that make sense?
● What’re your thoughts on that.
Pitch - Pillars 2-4…

Continue that process for 3-4 pillars. Typically… the first 2 pillar should be
big “insights” with heavier tie downs. The last 1-2 should simply just be
explaining what we’re going to get done AFTER we accomplish the first 2
pillars (which solves the majority of their problems). This future paces the
prospect and builds certainty.
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
■ Temp Check
■ Onboarding
■ Investment
○ Objection Handling
Committing Phase - Temp Check
What questions do you have about those four things we covered, specifically?

Cool… how do you feel? How do you feel about the process, specifically?

(Certain answer + certain tonality = move on)

(Uncertain answer and/or uncertainty tonality = alignment bit)

I hear ya and just to be totally clear… what’s really important to me is ALIGNMENT - when you come in and work with us,
we’re rolling up the sleeves and getting in the trenches with you on this thing. I mean our team is ALL IN - so it’s really
important to us that you feel GOOD about the process, know what I mean?

So just to be 100% clear.. On like a scale of 1-10, 1 being ___ and 10 being ___, where do you feel like you fall exactly?

(if 9-10 + certain language/tonality = move on)

(if 8 or below = ask the following: “Gotcha man, and I appreciate you being honest about that… just curious, what exactly do
you think is keeping you from say being a 8, 9, or 10?

(Then handle objection /// ask clarifying questions // re-temp “are you sure”)
Committing Phase - Transition
(if necessary) Gotcha so you feel good, no questions… so what’s next? Where do you feel like you
wanna go from here?
Committing Phase - Transition
So you’ll process the investment with me… once we take care of that, what we do
is set baseline.

So i’ll give you some homework right away to see where we can get our quickest
wins, as well as have you send in your current sales script and pitch as well as a
call for me to review for feedback. Most people find that they end up closing at
least an additional deal or two a week just from the first call review breakdown.

Then from there we’re ready to rock and roll.

Does that sound good?

Committing Phase - Investment
...and then investment to get you to (high-level outcome) is just XXX

(...and the investment to get you to 20k/m, 240k a year is just 6800).

[SHUT UP]
If you want slides

Contact: Closers.io
 Belief Blueprint
Unlock These 7 Beliefs And Watch As Your Prospects
Effortlessly Close Themselves
For Quick Context…
● Owner of closers.io now, but started as a full-time
sales rep in 2016-2017
○ Terrible
○ Difference b/w me and top reps =
Objection Prevention vs. Objection
Handling
● After 3k+ calls, created a framework that allowed
me to have immense amount of success
○ 7 buying beliefs (or 7 limiting beliefs - if you
look at it in reverse)
○ Installing these before you transition to
your pitch/ask/close results in an
objectionable close
○ All great salespeople and sales scripts use
this rather they realize it or not.
● How to leverage those 7 beliefs is exactly what
this presentation is about.
What We’re Going To Cover:
● 7 Beliefs
● How To Build Them
● The Entire Sales Process
The 7 Buying Beliefs
● Pain
● Doubt
● Cost
● Desire
● Money
● Support
● Trust
***Notice that ALL these are predicated on the problem. Business is about solving
problems. That’s because when you solve a problem, you create value, and money
follows value. If we know that to be true - sales is simply the transference of certainty that
you can solve a problem for someone else. If there’s no problem, there’s no sale ***
How To Install The Beliefs
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Problem’s First Syntax OR Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Problem’s First Syntax vs. Goal’s First Syntax
● 6/7 beliefs are installed during the information gathering process via asking
skilled questions
● There’s two ways to do this:
○ Problem’s first
○ Goal’s first
● Which do you use?
○ Two types of “pain”
■ Existing Pain
■ Unfulfilled Desire
○ Problem’s first is used for existing pain
○ Goal’s first is used for an unfulfilled desire
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Problem’s First Syntax OR Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Call Introduction - Rapport
Hey is this NAME?

Hey - It’s Cole - What’s up?

Awesome - I was actually just ____

Been having a good week so far?

Great well - I know we got a limited amount of time here so you ready to jump in? Got a
clean sheet of paper, something to takes notes with?
-----
(if skeptical - is Now still a good time to connect?)
Call Introduction - Frame
Gotcha - so what I’ve found to work best on these calls is first diving deeper into the specific
of your business and sales process, how that’s working right now, and ultimately what you
feel are the specific challenges keeping you from moving forward.

Now, once we get some clarity there - if we can help then I’m more than happy to walk you
through that or wherever you wanna go and if not we can figure out whatever else is best - I
might refer you out to someone we know, give you some homework to work on in the
meantime, whatever you need.

Cool?

That being said… probably our best place to start is tell me what the biggest
challenge with your sales is right now… what’s not working at the level it truly could
be or that it should?
Goal’s First Syntax Flow
● Goal’s First Syntax Discovery
○ Isolate Challenge / Why Are They Here (Pain)
■ Probe
■ Background questions if needed
○ Desired Situation (Desire)
■ “Ultimate Goal”
■ Monetary
● Why that number?
● Financial qualifier (if pertinent) (Money)
■ Long-term Vision
■ Non-Monetary
○ Current Situation
■ Uncover Reason For Change (Pain)
■ Doubt Questions (Doubt)
■ Solution Questions (Trust)
■ Cost / Why Now Questions (Cost)
■ Support Questions (Support)
Info-Gathering: Isolate The Problem / Why Are They Here
What’s the biggest challenge right now? Or what’s not working at the level it truly could be or that it
should?

<<probe: “tell me more” “when you say ____, what do you mean, exactly?” >>

Can also use “What did you see about the ad that prompted you to reach out…?”

Background Questions If Necessary

● What problem are you solving…
● For whom are you solving it for…
● How are you selling it
○ Price
○ Acquisition
Quick Note On Probing Questions
● Tell me more…
● When you say ____, what do you mean, exactly?
● (Restate their statement, as a question)
○ “...you’re business is giving you… stress?”
● Why do you say that, though?
● “....and why is that important now, though?”
● Has that put you in a tough position?
○ In what way, though?
Goal’s First Syntax Flow
● Goal’s First Syntax Discovery
○ Isolate Challenge / Why Are They Here (Pain)
■ Probe
■ Background questions if needed
○ Desired Situation (Desire)
■ “Ultimate Goal”
■ Monetary
● Why that number?
● Financial qualifier (if pertinent) (Money)
■ Long-term Vision
■ Non-Monetary
○ Current Situation
■ Uncover Reason For Change (Pain)
■ Doubt Questions (Doubt)
■ Solution Questions (Trust)
■ Cost / Why Now Questions (Cost)
■ Support Questions (Support)
Info-Gathering: Desired Situation
● Gotcha, well what might make more sense is to begin with the end in mind here… so ultimately, what’s the
goal? (then ask probing questions, again)
● And what’s your monetary goal?
○ You seemed like you’ve thought of that number before… can I ask, why that number?
● (Financial Qualifier) And how much money would you have to have just to REPLACE the amount of
income that you’re making full time?
○ Is that ultimately the goal? To transition out of that?
○ Is replacing enough to allow you to leave? Or how much would you have to be bringing in to be able
to walk in the door in put in those 2wks?
■ So you’re making just 5k/m right now, correct?
■ Can I ask you an honest question…
■ 5k/m… you have a family, kids… I mean, does that put you in a tough position financially?
● In what way, though?
● And overall, what’s your long-term vision for ____?
○ Probing questions (again)
● Now, can I ask a personal question? And the reason why I’m asking is because my goal isn’t only to build
you a business that’s building you wealth - but also one that’s empowering you to live whatever lifestyle that
you want to live. So when you - think about - what that is for you… what comes up? What are the
non-monetary goals - the personal goals - that you want your business to allow you to achieve?
Goal’s First Syntax Flow
● Goal’s First Syntax Discovery
○ Isolate Challenge / Why Are They Here (Pain)
■ Probe
■ Background questions if needed
○ Desired Situation (Desire)
■ “Ultimate Goal”
■ Monetary
● Why that number?
● Financial qualifier (if pertinent) (Money)
■ Long-term Vision
■ Non-Monetary
○ Current Situation
■ Uncover Reason For Change (Pain)
■ Doubt Questions (Doubt)
■ Solution Questions (Trust)
■ Cost / Why Now Questions (Cost)
■ Support Questions (Support)
Info-Gathering: Current Situation - Pt 1
● Now, what’d you do now for work full time?
○ Do you like it? (This presents us two options)
■ They don’t like it (and then you use probing questions to dig into the pain
● “what’s the worst part about that?” “Take me back to the day where you said…
“enough is enough” what happened?”)
● How long have you been doing it? And how long have you been thinking about
starting this business?
○ Can I ask you a personal question? After all that time… what was the final
straw? Like what made you draw the line in the sand and say - you know
what - this has got to become a priority now, though?
■ They do like it… and then you say:
● What’d you like about it?
● And how long have you been doing that for? And how long have you thought about
starting this?
● Wow… well can I ask you a personal question? After doing that for 5 years… and it
all going fairly well for you… I mean… why all the sudden do you want to stop
doing that and start this business? Like… what happened.. To make this a priority
for you now, though?
Info-Gathering: Current Situation - pt 2
○ (Doubt) …and you’ve been wanting to do this for 3-4 years now, correct?
■ What’d you think has been the biggest thing in getting this started by
yourself? What’s in the way?
○ (Solution Questions)
■ Have you reached out to anyone else to get help with this in the
past?
■ Are you working with anyone now?
■ Have you been out there considering other coaches to possibly work
with?
■ Have you done coaching before?
○ (Support Questions) Are you married?
■ What’d you wife think about this transition? Is she supportive?
■ Does she know you are on this call?
■ What would she think if she did?
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Transition
“Look I don’t feel like I have anymore questions… Is there anything else that you feel like we
haven’t covered that I need to know?”

Well John - based on what you told me previously, we can DEFINITELY help...

<< Insert thoughts (optional) >>

That said, Where do you think we should go from here? I can walk you through the entire process
A-Z of how we would help you get to [OUTCOME] if you would like? But you tell me where you
wanna go.

-------

Thoughts can be:

● A case study story
● A personal story
● Some basic, valuable insight on the “what” not the “how”
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
○ Objection Handling
Pitch Flow
● Pitch
○ High Level Promise
○ Bridge
■ Pillar 1 - Paradigm Shift
■ Pillar 2 - Paradigm Shift
■ Pillar 3 - Future Pace
■ (Optional) Pillar 4 - Future Pace / Eliminate Fear Of Failure
○ Delivery
■ 60 seconds, nuts and bolts
Pitch - High Level Promise
Gotcha - so do you still have that pen & pad?

Great, on your pen and paper - write out 1—>4 with a good bit of space in
between them to take notes on each. 1, 2, 3, 4

[wait for them to acknowledge they’ve done this]

Ok - let me preface this by saying that everything I do is all customized on

what’s best for the client. For you, specifically, it’s gonna be 4 things. 4
steps for you to go from (CURRENT) to (DESIRED) while (BENEFIT or
REMOVING OBJECTION)
Pitch - Pillar Framework
Ok… so when you come in, the very first thing we’re going to do is build out what I call
your…

Pillar 1:
● Look, when it comes to (desired outcome), here’s the problem:
● Most people out there in (xyz market) are trying to do (incorrect behavior)...
● And because of that, they end up (having problem) and ultimately (consequences of
that problem).
● So instead, what we do is (feature)...
● Which allows you to (benefit)…
● And ultimately (benefit of that benefit)
● Does that make sense?
● What’re your thoughts on that? (double tie down)
● (Optional) …so you feel like based on what we were talking about earlier with (insert
problem they told you) that part of the process will be able to help?
Pitch - Pillar Framework
Key points:
● Us vs. Them // New vs. Old frames
● Problem linking (reason why that problem is a problem is…)
● Benefit linking (feature - benefit - benefit of the benefit)
● Simultaneous explanation
○ By the nature of you explaining what you two are going to get done, they
understand why they have failed and been stuck in the past
○ You do this by starting off explaining the problem… that tee’s up the solution.
● Incorporate as much of discovery in as you can
○ “You know how you were saying earlier that…. ?”
● Multiple forms of proof
○ Reason why proof, living proof, social proof, analogy to prove the main point.
● Double tie down
○ You want to create DIALOGUE around the offer - not the anvil drop
Pitch - Example Pillar
● “Productized Offer”
● So when it comes to dialing in your paid traffic, here’s the issue:
● Most coaches out there are completely focused on their ads and their funnel…
● When in reality, it’s actually their offer. So what they do is spend a ton of money on ads… testing
targeting… testing different bidding strategies….
● When ultimately they’re just trying to build their house on a foundation of sand.
● For example - you know how you said earlier that (competitor XYZ) was crushing it on ads but you
can barely break even?
● Well, why is that? You both do the same thing… right? It’s because of the offer.
● It’s also the exact reason we were able to generate 1M+ off just 150k ad spend last month.
● So instead, what we do is first take you through an offer intensive to help you build out an offer that’s
positioned as unique, different and superior than your competitors in a marketplace…
● When you can do that, not only will your ads work, but you’ll also be able to charge a premium.
● And when you can charge a premium, you’ll have much more cashflow which makes ads even
easier.
● Does that make sense?
● What’re your thoughts on that.
Pitch - Pillars 2-4…

Continue that process for 3-4 pillars. Typically… the first 2 pillar should be
big “insights” with heavier tie downs. The last 1-2 should simply just be
explaining what we’re going to get done AFTER we accomplish the first 2
pillars (which solves the majority of their problems). This future paces the
prospect and builds certainty.
Call Flow
● Call Flow:
○ Introduction
■ Rapport
■ Frame
○ Information Gathering
■ Goal’s First Syntax
○ Transition
○ Pitch
○ Committing Phase
■ Temp Check
■ Onboarding
■ Investment
○ Objection Handling
Committing Phase - Temp Check
What questions do you have about those four things we covered, specifically?

Cool… how do you feel? How do you feel about the process, specifically?

(Certain answer + certain tonality = move on)

(Uncertain answer and/or uncertainty tonality = alignment bit)

I hear ya and just to be totally clear… what’s really important to me is ALIGNMENT - when you come in and work with us,
we’re rolling up the sleeves and getting in the trenches with you on this thing. I mean our team is ALL IN - so it’s really
important to us that you feel GOOD about the process, know what I mean?

So just to be 100% clear.. On like a scale of 1-10, 1 being ___ and 10 being ___, where do you feel like you fall exactly?

(if 9-10 + certain language/tonality = move on)

(if 8 or below = ask the following: “Gotcha man, and I appreciate you being honest about that… just curious, what exactly do
you think is keeping you from say being a 8, 9, or 10?

(Then handle objection /// ask clarifying questions // re-temp “are you sure”)
Committing Phase - Transition
(if necessary) Gotcha so you feel good, no questions… so what’s next? Where do you feel like you
wanna go from here?
Committing Phase - Transition
So you’ll process the investment with me… once we take care of that, what we do
is set baseline.

So i’ll give you some homework right away to see where we can get our quickest
wins, as well as have you send in your current sales script and pitch as well as a
call for me to review for feedback. Most people find that they end up closing at
least an additional deal or two a week just from the first call review breakdown.

Then from there we’re ready to rock and roll.

Does that sound good?

Committing Phase - Investment
...and then investment to get you to (high-level outcome) is just XXX

(...and the investment to get you to 20k/m, 240k a year is just 6800).

[SHUT UP]
If you want slides

Contact: Closers.io