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Eli Call Structure

The document outlines the key steps and clarities needed when working with a client to establish rapport, discover their goals and challenges, and develop a plan to help them achieve their desired outcome. It includes establishing an understanding of the client's current state, problems, motivations, support systems and any roadblocks. The process also involves getting clarity on their goals, addressing potential doubts, developing a plan with deliverables and getting buy-in on next steps before handling any objections. The overall aim is to understand the client fully and help them commit to a plan to improve their situation.

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Invictus Consulting
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18 views1 page

Eli Call Structure

The document outlines the key steps and clarities needed when working with a client to establish rapport, discover their goals and challenges, and develop a plan to help them achieve their desired outcome. It includes establishing an understanding of the client's current state, problems, motivations, support systems and any roadblocks. The process also involves getting clarity on their goals, addressing potential doubts, developing a plan with deliverables and getting buy-in on next steps before handling any objections. The overall aim is to understand the client fully and help them commit to a plan to improve their situation.

Uploaded by

Invictus Consulting
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Establish why they are

Rapport / Connection
there

Opening Utilization

Put focus on them and


Set the Agenda
not you

Discovery

Get Clear on These Why's


10 Clarities
Problem / Pain / Problem / Pain / What is causing these
Trust COI / Consequences Why Now? Trust COI
What/ Consequences
is the impact?
Current State Current State problems?

Goal / Outcome / How


Goalis/the
Outcome
effecting
/ What is the motivation Why not stay where
Roadblocks Timing Roadblocks Timing
Desired Desired
them to want to change? they are?
personally/emotionally?

Spouse / Partner / Spouse / Partner /


Doubt / Buying Pocket Coachability Doubt
They /must
Buying
be Pocket
telling TheyCoachability
have money and
Support Why haven?
Support
t they been
able to get there on them selves they are willing to spend it to
their own? have a clear GAP, and get what they want.
Finances / Math / (Situation- Discovery - Willingness Access) have a strong desire to (This may require math
change and change or some expansion for
now. non-monetary goals.)

Transition Stage Feedback Recap Statement 3 Question Loop

Presentation High Level Promise Pillars / Steps/ Phases Deliverables

Walk Thru / Future


Offer Temp Check Investment
Pace

Logistics Clarities Isolate

Objections Uncertainty Minimize Reframe

Must establish - this is the right thing and now is the time : then objections will be money
or spouse

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