> ## Content Index > Fetch the complete content index at: https://www.knvrts.com/llms.txt > Use this file to discover other available public pages before exploring further. # [REDACTED SALES CALL] - 12.000€ - URL: https://www.knvrts.com/wc084hq3d9j/ - Published: 2026-01-28T07:33:56.000Z - Updated: 2026-01-29T06:04:19.000Z - Author: Halsius - Tags: audit, #c231907d-de4c-447e-8c4e-298210a5ee70, LOST KNVRTS // INITIALIZING [ HOME ](https://www.knvrts.com/portal/) 01 Summary 02 Transcript 03 Playbook Sales Call Review Auditor: Halsius AUG 26, 2025 PROSPECT: ANDRES GARCIA 28 / 100 (GENERAL SCORE) 30 / 100 Discovery 25 / 100 Pitching 15 / 100 Closing DEAL STATUS: WON-LOST DEAL VALUE: $12,000 PROSPECT QUALITY A Lead Origin YouTube Financial Status Ready to buy (Fully Committed) Qualification Reasoning PROSPECT did everything right. He researched, watched content, knew he needed help. Shared screen, showed his offer, stayed 60+ min, and explicitly said "I'm fully committed." This was a closable deal that wasn't closed because of a failure to execute. Outcome Accountability The deal was closable The Core Fracture ## Letting a "Yes" Walk Out A verbal "yes" without any commitment mechanism is permission to disappear. Once PROSPECT hung up, his enthusiasm dropped. Hesitation starts to set in. Other priorities take over. By the next morning, he was no longer "fully committed." He was thinking about whether he really needed this. "Closing is just turning words into action. Right now the words he said, you cannot expect better words from somebody. But it's not because he said that, that the threshold is going to last." Secondary Fracture ## Pitching the Wrong Thing PROSPECT explicitly said: *"On the fulfillment side it's kind of the Wild West"* and *"I want to plug in a CSM for the delivery ops"*. You showed him sales CRM dashboards, commission tracking, and closer leaderboards. At minute 28, he said: *"What you showed me for the client success side is maybe not exactly what I was looking for for me."* "You diagnosed asthma and tried to sell medicine for his knee pain." ## Missing the Anchor You never asked the money question. PROSPECT mentioned he has to stop ads because fulfillment takes too much time, and he's stuck at $30K instead of $50K. That's $20K/month ($240K/year) left on the table. Without this math, the $12K pricing has no anchor and feels arbitrary. ## Self-Sabotage During the demo, you said: *"This is a little bit of an overkill, right?"* and *"If you don't like the looks, that's fine."* and *"Maybe it seems like you don't need all that right now."* Planting these doubts gives the prospect permission to say no. Strengths & Rapport \[SUCCESS\] Genuine Rapport The Breaking Bad joke landed perfectly. PROSPECT was relaxed, engaged, and enjoyed the interaction throughout the call. \[SUCCESS\] Effective Discovery You extracted deep context on his business model, offer structure, and the current internal team setup. \[SUCCESS\] Proof of Work The demo wasn't just slides; you showed actual client dashboards, providing tangible proof of the system's value. \[SUCCESS\] Price Projection Confidently stated "$12K USD" with zero hedging or hesitation. You stood your ground on the value of the offer. \[SUCCESS\] Close Attempt Proactively gave him payment options: "Would you prefer upfront or two installments?" This moved the needle toward action. Accountability Matrix Prospect Engagement (PROSPECT) ✅ MET Preparation Researched, watched content, and acknowledged he needed help before joining the call. ✅ MET Engagement Shared screen, walked through offer details, and maintained high energy for 60+ minutes. ✅ MET Explicit Intent Stated *"I'm fully committed"* and asked proactive questions about pricing and payment. Seller Execution (SELLER) ❌ FAILED Problem Diagnosis Pitched high-level sales systems when the prospect repeatedly signaled **"Wild West fulfillment"** as his primary pain. ❌ FAILED Anchoring Discovery ended without a numerical confession. The $12K USD price had no mathematical ROI anchor. ❌ FAILED Commitment Capture Let the prospect walk on a verbal "yes" without a deposit, contract signature, or deadline. ❌ FAILED Isolating Objections Accepted the "transfer funds" delay at face value without isolating it as the true final objection. Selling Phases Breakdown - 30 Discovery ### Discovery Phase Natural conversation and good rapport, but no structure set for the call. You learned a lot about the business but didn't extract a numerical "cost of chaos." Without urgency, there's no reason to buy today instead of "thinking about it." \[+\] Executed Well - Warm, natural opening / Broke ice effectively - Prospect was relaxed and engaged - Maintained professional tonality throughout - Asked about business model, team, and goals - Successfully got his buy-in to share screen \[-\] Requires Work - Set a clear agenda / Frame the decision that's coming - Establish time expectations early - **Ask the money question:** "What is this costing you?" - Deepen future pacing to make cost of inaction real - Convert functional pain to numerical pain - 25 Pitching ### Pitching Phase 30+ minute demo showing impressive dashboards, but focused on sales when he needed fulfillment. At minute 28, he said: *"What you showed me... is maybe not exactly what I was looking for."*You missed the pivot. \[+\] Executed Well - Strong delivery and clear communication - Smooth transition from discovery to pitch - Solid feature-to-benefit connection throughout \[-\] Requires Work - Tie pitch back to HIS exact stated pain points - Stop when prospect signals misalignment - Mirror his words ("Wild West") in your solution - Stop undermining yourself ("might be overkill") - 15 Closing ### Closing Phase The deal was won but not secured. You gave him a frictionless exit and he took it. This is the only phase that directly turns conversations into revenue - you did the hard work then failed the final step. \[+\] Executed Well - Clearly stated the investment amount ($12K) - No stuttering or hedging on the price - Offered payment options upfront \[-\] Requires Work - **Never end a "yes" call without payment** - Hold silence 3+ seconds after price - Have a minimum commitment mechanism ready - "Let's sign the contract now and do a $700 deposit" Actionable Prescription PROTOCOL 01 ### Never Let a "Yes" Walk When someone says yes, get something. Anything: Full payment, signed contract + deposit, or at minimum: Deposit + deadline. PROTOCOL 02 ### Mirror Their Exact Pain When PROSPECT says "Wild West fulfillment," your pitch must include "Wild West." Contrast their chaos with your order. PROTOCOL 03 ### Ask the Money Question Before you pitch, convert their pain into a number. "What do you think all this chaos is actually costing you?" PROTOCOL 04 ### Stop Self-Sabotage Never say "this might be overkill." If you don't believe in the value, why should they? Present with total conviction. Final Note You have the skills to be excellent at sales. You're personable, knowledgeable, and clearly care about helping people. The issue isn't ability. It's process. This one call represents \~$12,000 in lost revenue. If you have even two calls like this per month, that's **$288,000 per year** walking out the door. The fix is simple: When someone says yes, don't let them leave without paying. Everything else is refinement. **This is survival.** Halsius // Strategic Audit Evidence & Transcript Date August 26, 2025 INTRODUCTION PHASE SELLER Hello. PROSPECT Hello, how are you doing? SELLER Good. How about you? Is it PROSPECT or PROSPECT? How do I say your name? PROSPECT PROSPECT. SELLER PROSPECT. Okay. Nice to meet you. PROSPECT Nice to meet you too. SELLER Where are you based? PROSPECT I am in Albuquerque, New Mexico. SELLER Oh. Uh, was it like the... Breaking Bad? Something was happening there. PROSPECT Yeah. Breaking Bad. Yeah. SELLER That's how I know but... Uh, I'm currently in Greece. Uh, I'm from Greece actually, originally. Um, that's why my setup is a little bit like weird right now, but uh, I'm... I'm based in Portugal, in Lisbon. PROSPECT Oh, okay. Nice. \[+\] GOOD: Natural Rapport. The Breaking Bad reference lands. PROSPECT laughs. You're relaxed, he's relaxed. This is how connections start. SELLER Cool. Yeah. So **where did... where did you find out about me**? Because I... I couldn't see that on the form. PROSPECT Yeah, I actually... **I saw one of your YouTube videos**. And so I can't remember which one exactly, but um, yeah, came from your... from your YouTube channel. \[+\] GOOD: Source Question. You asked where he found you. He's an inbound YouTube lead. This is gold. He already trusts your content enough to book a call. \[i\] He watched your YouTube. Use that. This prospect came to YOU. He already trusts your content. You can reference this later: *"You mentioned you found me on YouTube. Which video was it? What stood out to you?"* This tells you what he's already bought into. Now your pitch just confirms what he already believes. \[!\] MISSING: Agenda Setting. You jumped straight into questions. PROSPECT doesn't know: **Why this matters:** Without agenda setting, there's weird tension at the close. From the gate, he should know a decision will be asked. This changes how the prospect behaves throughout the entire call. They mentally prepare to decide, not just to listen. **What to say:** *"So here's how this call usually goes. First, I just need to understand your situation. Not just to see if systems can help, but to know WHICH systems to focus on. So many people come to me needing different things. At the end, if I see I can help, I'll make you an offer and we can decide if it makes sense to work together. Sound good?"* DISCOVERY PHASE SELLER Mm-hm. Okay. Cool. And I saw that you're running an agency. Uh, I checked a little bit your IG. So you're helping local businesses um, like with their IG like uh... presence, right? PROSPECT Yeah. Yeah. So pretty much teaching them how to run their own ads, create their own content, and then like it's kind of like a done-with-you approach. I do have like some done-for-you elements part of it, so like recording their ad and like editing their own ads. Um, and then like from there actually like teaching them how to run their own ads from there. And uh, yeah. SELLER Okay. And you said like there are some done-for-you elem... elements on this. Is it the... the recording and editing? Is it like done for you or done with you? PROSPECT Yeah, so the scripting, filming, and editing is done for you. SELLER Okay. That's pretty cool actually. Um, and when you say like the... you know, the filming, like how do you actually do it for them? PROSPECT Yeah, so right now I'm operating just locally, and so I have shoots with my clients who, you know, I either go to them, they come to me, and we'll have like a video shoot, have like a teleprompter for them, and we'll just kind of go over the ads. Um, that said, I probably, you know, an idea that I had as far as like scaling more towards like a national audience is just m... I have two options, which is I could script it out for them and have them film their own ads and then we just ed... like edit from there. Or I could script and then just hire like an actor to like be the person who does their ads for them, and then we just kind of go from there. And so... yeah, I'm kind of leaning more towards that option just cause it's quicker and it's able to get better results or better ads that way. And so... but yeah. Still a theory. \[+\] GOOD: Deep Dive. You're getting real business context. You understand his offer, delivery method, and how he works with clients. This is solid discovery foundation. SELLER Okay. Cool. Uh, so then uh, you... you're creating the content for organic or for paid? Like... like media. What is it? Organic, paid? Is it both? PROSPECT Yeah, so right now it's... I'm leaning towards paid. Um, right now I still have some organic content clients that we just primarily do the organic stuff. We do run some paid ads for them, but um... but yeah, right now I'm leaning towards just creating like two or three video ads max uh for clients and just doing paid. And then just if they want to make their own content, we'll kind of like show them how to do that, but not like a huge push on the or... on the organic side. SELLER Okay. Got you. And you said that you work with local business. Like what kind of local businesses? PROSPECT Yeah, so I've worked with a lot of Med Spas. Um... it's kind of all over the place actually. We worked with Med Spas, worked with like realtors, like a flooring company. Um... yeah, like th... just a bunch of like service-based businesses. SELLER Mm-hm. And are you looking to niche down or do you want to keep it as like, you know, broad as possible to attract more businesses? PROSPECT Yeah, I think probably broad for now in like my local area because I'm able to just like have like a pretty simple process for that, but I've... I go back and forth with it to be honest with you. So whether to niche down in an industry or be more um... be a little bit more broad. So... yeah. SELLER Mm-hm. Um, and then like how many clients do you actually have currently? PROSPECT About like 10 a month. SELLER Okay. So these are like on a retainer? PROSPECT Yeah, so like half or like... I would maybe say like six or seven are on retainer, and then the other three or four are like just one-time clients. And so um, I'm kind of going through a **shift right now** in my agency where I'm kind of moving away from like the retainer-based model and more towards like just high ticket and doing more of like a... like I said, that done-with-you approach. So I've signed up about like **three or four clients** on that in the past like month or so. And so... uh, that's kind of where I'm shifting my agency to be. SELLER Got you. And uh is there a reason for that shift? PROSPECT Yeah, it's mainly just uh... it's more scalable pretty much. \[!\] DATA POINT: Business Context. You're building the picture. But you're still in "information gathering" mode, not "pain extraction" mode. SELLER Mm-hm. Uh, more scalable the done-with-you aspect, right? Because... PROSPECT Yeah. SELLER Okay. Okay. And then you're not going to do any done-for-you? PROSPECT Well like I said, I think the done-for-you element would be like creating their ads. SELLER Yeah. Makes sense. PROSPECT Yeah. SELLER Okay. Cool. Um, so on your form you p... put a note like, you know, you want to scale to like **50K** and all that. Um, and you know, you... I think you mentioned like you... you can get... you can start running ads and like getting uh more leads or more clients, you just want to make sure that everything is, you know, um... everything is is working fine. Like you can track your numbers, etcetera. Right? PROSPECT Yeah, there's just uh some **systems I want to be putting into place** to where I could handle that volume without everything breaking. And so... yeah, that's... that's where I want to be at. Just like a marketing system... um, 'cause I want to place more of my attention on like the marketing side. I think that's what I'm good at. And so I want to... in like mainly for myself. And **I would want to plug in like a CSM** for like the delivery ops and then have uh like a sales... like I think I should still be taking sales calls. And so that's... you know, I... I still want to be plugged into that, but I would want like a system for like, you know, DM setter and like a... a dialer. And so... having like a... just a little bit more easier handoff just 'cause **I'm not trying to live in my DMs all day** and that's kind of my current process of getting clients. \[!\] CONFESSION: Functional Pain. *"I would want to plug in like a CSM"* *"I'm not trying to live in my DMs all day"* He's telling you WHERE he wants to spend less time. But these are still LIGHT confessions. Functional, not numerical. He hasn't told you what this chaos is COSTING him. \[i\] He already has a vision for the solution. Dig into it. Before you prescribe anything, understand HIS vision first: *"Okay so you mentioned wanting a CSM. Tell me more about that. Why do you think a CSM specifically is what you need?"* *"What would you want this CSM to actually do day-to-day?"* *"Do you already have an idea of who this person would be or what the role looks like?"* Get the full context of what he thinks he needs. THEN, as the expert, tell him if it makes sense or give him the proper prescription. SELLER Yeah. Makes sense. And uh right now is it just yourself delivering to your clients? PROSPECT Uh, I have one guy who helps me out. Uh, so he helps me out with like mainly like the editing and scripting and filming side of things. Um, and some like admin work like scheduling and uh getting some ads up. But um... yeah, I recently got kind of like a trainee DM setter uh couple weeks ago. And so he's... he's doing all right. It's just uh... it's just k... it's just kind of uh... he's working mainly on like a percentage basis. And so um... yeah, **I don't know. I'm... I'm open to suggestions** on... on all these things. And so... yeah. \[!\] CONFESSION: Help. *"I'm open to suggestions on all these things."* He just asked for your expertise. This is a HELP confession. He's admitting he doesn't have the answers. SELLER Mm-hm. Mm-hm. Yeah. So you're... you're doing the client success management right now, uh the sales calls, marketing, everything yourself, just uh you have the... this one person helping you with like the admin tasks and editing, right? Like this trainee... okay... DM setter. Okay. Got you. Um, and you said like you're looking to shift and like change a little bit your offer so it is more scalable and going to like the high ticket. So have you verified this new offer like this done-with-you offer that you're looking to uh shift to? PROSPECT Uh, I'm sorry, can you repeat that question? SELLER Yeah. Have you verified your offer? That, you know, people are actually willing to buy it and they are, you know, they see the value in it? PROSPECT Yeah. Uh, this month I've probably got three clients on it, and then last month got two clients on it. And so... SELLER Okay. PROSPECT Yeah, so I'm selling it right now at 5K. And um... so yeah. I... yeah, see I verified it I think. It's... I see the interest. And so... yeah. SELLER Okay. And this 5K for how long? What is the timeline? PROSPECT Three months. SELLER Okay. Three months. And this is a done-with-you, right? And then the one that has the done-for-you elements, like wh... what is the price and how long is it? PROSPECT Um... so yeah, that's the offer that I'm trying to phase out. And that's... I think on average, it's like 1800 a month for the clients that I'm working with. And so it's like doing one shoot per month with them and then getting a bunch of organic content, editing and scheduling. And so... yeah. SELLER Okay. And then this 5K done-with-you offer, um... what is the name? So we can just use the same name. Do... do you have a name for this? PROSPECT Yeah, it's called "Booked and Branded." SELLER Booked and Branded. Okay. That's really cool. Um, so this is all done-with-you, right? Like... I assume you take some calls and then they just follow some sort of like curriculum that you have created? PROSPECT Yeah, I actually have it um... like details of it. I can actually just show you. It might be easier. SELLER Sure. Yeah. PROSPECT All right. All right. All right. So yeah, this is pretty much the outline for everything... is um having like an onboarding call, and then from there we'll kind of optimize their Instagram profile. And then um... want to give them access to like a Slack group and some like course modules just to like walk them through running their own ads if they want to reflect back on those. Um, as well as like having like a group call schedule. And then phase two would be uh getting like a done-for-you video ad. So this is where we'll script, film, and edit the ads. And then we'll get approval. We'll have a ad launch call with them. And then we'll kind of like show them uh, you know, how to set that up and so we don't get access to like Meta or anything like that. We just have them log in on their side. We just do an ad launch call. And then we kind of like go over like a brief content plan for them. And so from there, we'll have like a... call number three, which is we'll have set up some retargeting ads for them. And so this could either be like a DM ad or like a lead form. And then from there training them on how to do their appointment setting and kind of like how to track their own KPIs. And then call number four is just like just kind of seeing how everything went and seeing if we could get like a downsell or upsell or cross-sell or something like that. SELLER Mm-hm. Mm-hm. Mm-hm. Okay. PROSPECT So yeah. SELLER And the bonuses? PROSPECT Bonus... weekly group calls, um on demand... uh one-to-one calls, so like as requested. Like if they like want like a one-on-one call, they could just request it. And then we'll have like a client success manager do Slack check-ins. And so... yeah, this is kind of like everything right here. A lot of this actually does still need to be built out. Like the whole Slack group. Right now I'm still just like **texting all my clients**. Um, course modules... I still need to build that out. Um... like I said, this is still like **very new**. Like this whole thing that I'm trying to implement. \[!\] CONFESSION: Chaos in Delivery. *"A lot of this still needs to be built out"* *"Right now I'm still just texting all my clients"* *"This is still very new"* His fulfillment infrastructure is incomplete. He's delivering a productized offer without the systems to support it. This is pain waiting to explode. SELLER Okay. Okay. And uh when it comes to like the trainings as to like um... the things that they need to do themselves, like um... you know, the whole thing about defining the ideal customer, like the ICP. Is it something you let them do it themselves or you do it with them? Like w... PROSPECT Yeah, so on that onboarding call, that's whenever I'll kind of ask them questions and be like, you know, who are we trying to target with the ads? You know, who's... who's an ide... who's a qualified lead essentially so we could script the ads properly. SELLER Mm-hm. Okay. So in between these calls, what is happening? Like what are they supposed to be doing? Are they going through like any trainings? Are they like... are they shooting? What are they doing? PROSPECT Yeah, so as far as like... like after the the very first onboarding call... um, that could either be them setting up their Instagram profile, like optimizing it based off of our recommendations. Or maybe we'll do it on that call. I still haven't ironed out that detail yet. Um... yeah. And so after that onboarding call, uh we'll... it's pretty much like we just need to create the ads. And then after this call, it's... they'll need to be following up with people who are like following them, DMing them, commenting, whatever. And so that's like their next part. And then our next thing is to uh set up this launch call. And then yeah. A lot of it is just them messaging clients after that. SELLER Mm-hm. Okay. Um, and then what is the big promise of this offer? Like you will get what? PROSPECT Yeah, I don't have like a... like a very specific um destination I... It's more of just like you'll get uh... I think the biggest things that people value in this is that you know, they're able to learn how to run their own ads. They're able to um set up their Instagram to where like it's set up for growth essentially. They're able to get leads and followers out of it that you know, it's up to them to convert. And so... but yeah, to answer your question more directly, I... it just doesn't have like a very specific like goal I guess. Promise. Yeah. SELLER Yeah. Mm-hm. Yeah. Okay. I got you. Okay. And uh you said like a lot of these things they need to be built out. You currently... you told me like you onboarded like three or four clients this month and then two last month, right? So uh h... how are you managing these clients right now? PROSPECT Yeah, so those clients it's mainly just like um texting them, just being like, "All right, you know, we're going to set up this ad. How are the ads going?" You know, "Are you messaging people?" And they're like, "Yeah, we're getting some people out of it." Um, or they... they say like, "Yeah, we need to you know, kind of iron out some details with it." And so it's mainly just like... for this, it's mainly just the onboarding call that we do. And then the done-for-you video ads. That's also what I've been doing. And then um having call number two where we actually launch that ad together. And then that's pretty much uh... and then like performance reviews, like just doing like weekly check-ins via text or email. And so... SELLER And when you say text, do you mean like iMessage or like WhatsApp, something like that? PROSPECT Yeah, like iMessage. Um... yeah, like iMessage or like email. SELLER Okay. Got you. Um, and then how... like what kind of results are these clients getting? Are they happy right now? Like the... I mean the first ones that you onboarded maybe they... they've been through like maybe the second call or the third call. How... how happy are they so far? PROSPECT Yeah, I think um... they're happy that they're like learning how to do all of it. Like so far it seems like they're they're happy. Um but as far as like actual tangible results that they're like getting out of it, like as far as like uh like clients and such... um I'm not exactly where they're at like with that exactly, so... SELLER Got you. And then I have this other question here because like I've worked with agencies that do like um... you know, they they deliver qualified appointments, some of them deliver qualified leads, some of them deliver leads, just leads, right? So what... how do you position yourself compared to like these other agencies? Like how do people justify working with you and not these other agencies that is done FOR you? Is it like um you're competing on you know, uh like what exactly is it that you're competing on and like you're able to close these clients? PROSPECT Yeah, I think a big thing that I hear is that um because I'm local, people want to work with me just based off that already. Um, number two is that I'll actually you know, film and script out these ads for them and so they don't have to you know, take that off their plate. I think the third thing is that it's teaching... it's giving them a skill of how to run their own ads. I think a lot of agencies, they will just they'll have like a setup and then they'll just charge monthly retainers and just because business owners don't know how to run their own ads... even though an agency is probably not doing too much on the actual ads manager, they're just can keep charging them. And so you know, I think that is a big selling point is like a... it's a one-time thing. You know instead of paying an agency 2000 a month for a year, you just pay this one-time installment and then it's you know... you have the skill of doing it. SELLER Yeah. It's uh 100%. It's very interesting because like once they understand that you know, their business is not just do... doing the you know, what they need to do like for example home service business cleaning or water pressure or whatever. They understand that everything is literally the marketing and the sales side of things if they want to get out of the day to day. Then you know, once they understand this and they understand like well I've worked with so many agencies that doesn't work, maybe I can just learn the skill. If they are willing to learn then you know, um that... that's where your offer comes in and helps them with that. Now probably you do have some sort of like ICP where you don't work with people who are like I don't know 60 years old and they are not willing to learn, right? Like you're working mostly with younger entrepreneurs? PROSPECT Yeah, I would say like anywhere between like 30 and 50 is like where people who want to implement this. SELLER Mhm. Okay. Got you. Um, okay so we talked a little bit about like results then. I also wanted to ask you like how... what like what does your day to day look like with these five six clients that you have on board? Like are you able to deliver to them? Like tell me a little bit more about that. PROSPECT Yeah, I think 'cause right now um like even like this is like my current client... um let me see. So yeah like these are the clients that are pretty much like these ones... um like this is off like the new offer so it's like one time one time. Um this one is like retainer based. Um this one is like a one time, retainer, retainer, retainer, retainer, retainer. And so with all of it it can be kind of a... can be kind of a lot to manage sometimes. That's why I think having a client success manager is helpful. Um yeah just because like I said I want to be able to focus on like the actual creating more ads, doing more sales calls and just creating more content. That sort of stuff. And so I think that's where my strengths are. And **the actual you know client delivery fulfillment side of it is not really where my strengths are** like... I would prefer to just have a system and then plug in the right people into that system to operate it. \[!\] CONFESSION: Self-Awareness. *"The actual client delivery fulfillment side of it is not really where my strengths are."* He just told you exactly where he struggles. This is ammunition for the close. But you need to connect this to MONEY, not just frustration. SELLER Yeah. Makes sense. And I saw that you're... immediate goal was like 50k? Or is that your immediate goal or is like your that's your goal like the end goal? If I can get to 50k, that I'm happy. PROSPECT Yeah, I mean I really just want to... the thing is I want to have like a high profit margin business. And so I think you know a lot of people say like I want to be at 100k or like 200k, million a month. But it's like if I have 3% margins that doesn't matter to me. And so you know I prefer to have you know a 50k per month agency or a 100k per month agency with super high margins. And so yeah so like I don't know. Like I guess 50k is like not like it's not the ceiling but it's it's definitely not the most important number to me. It's like just the revenue. SELLER Like a checkpoint I guess. PROSPECT Yeah, exactly. I think that's like the next phase for me is to hit that 50k. Um yeah I've had like fif... like I think **my highest month grossing month was 30k**. And so if I could you know kind of push beyond that and like **consistently be hitting 50k months**... at high profit margins that's that would be nice. \[!\] MISSED OPPORTUNITY: The Numbers Are Right Here. He just gave you: This is the moment to extract the numerical confession. You didn't ask the follow-up question that turns this into a $240K/year pain point. SELLER Okay that makes sense. Um and do you have like um like consistent lead flow in your business right now? PROSPECT Yeah I mean **I've been kind of pausing ads lately just because there's a lot of fulfillment stuff that I've needed to work on**. And so but whenever I turn the ads back on I have a lot of confidence in my ability to be able to turn that cold traffic into to into sales. It's just um... yeah right now my my system for for doing that is like running follow ads or our DM ads and then just having uh just DM setting to like a phone call and then on that phone call essentially pitching a Zoom call and then closing them on that Zoom call. 🚨 🚨 CRITICAL CONFESSION: The Revenue Bottleneck. *"I've been kind of pausing ads lately just because there's a lot of fulfillment stuff that I've needed to work on."* **THIS IS THE MOMENT.** He just told you: This is the bridge to numerical pain. He's admitting the Wild West in his back-end is the ceiling on his business. \[i\] This is the moment. He just handed you everything. Stop. Don't move forward yet. Extract the number. *"Okay wait. So you're pausing your ads right now because fulfillment is taking all your time. But you also just told me you're confident you can convert the traffic when you run them. Right?"* He'll say yes. *"And your best month ever was 30K. You want to hit 50K consistently. That's a 20K gap. And the only reason you can't push past that 30K ceiling is because if you tried, the fulfillment would break. Everything would fall apart. I'm hearing that right?"* He'll say yes again. He's already connecting the dots. *"So like, basically the chaos in your fulfillment is costing you 20K a month. That's almost 250K a year you're just leaving on the table. Does that number feel right to you?"* Get him to say yes to that number. Now when you say $12K, it's nothing. It's 5% of what the chaos costs him. The ROI writes itself. SELLER Uh that phone call is like what? Like a discovery type of call like a triage call? Uh 5-10 minutes? PROSPECT Yeah yeah pretty much like a five minute phone call just like qualifying them and then just seeing if they're financially fit... um if they have the need for it, timeline... um all that stuff. And so yeah. SELLER Okay. Got you. Okay. And then systems, right? Like just going back into like the solution that you have considered like okay I want to get to 50k. I think systems is what I need, right? Um have you worked before in an environment where there are systems? Have you built systems yourself? You have someone on your team who build systems and you're like okay this is exactly what I need? Like how did you come up with this idea that you need systems? PROSPECT Um yeah I just I've read like E-Myth and some of these other books like that that you know it's like I've I've always been aware that I needed a system to be able to truly scale. It's just **I've never really known what that looks like** and **I've tried implementing some** um. The problem that I find with it is not necessarily the system building aspect of it but I I guess it is. But like it's it's building a system that I will follow and that it's it's easy to follow for like myself my team. And it's just 'cause **it makes no sense to have a system and then nobody uses it**. True. And so yeah I guess that's also just like not something that's exciting to me to actually build out a system. I do know that I need it. And so um yeah I think I've talked to other people who've like I've they said that they could help me build systems but it seems like it's like **very vague** and **I don't really know what system they're building or what problem that system is solving**. And so uh yeah I guess it's it's all just been kind of vague to me. So that's why like I wanted to like lay everything out 'cause I'm like this is what needs to get done. And obviously like this is just kind of like more information about the offer but like yeah. \[!\] CONFESSION: Help + Past Failure. *"I've never really known what that looks like"* \= Help confession (lacks knowledge) *"I've tried implementing some... nobody uses it"* \= Past DIY failure *"Very vague... don't know what problem it's solving"* \= Past service failure He's tried. It didn't work. He needs an expert. That's you. SELLER It needs to serve this pretty much. That's what you're saying. PROSPECT Exactly. Yeah. If it could have like a system to where um that fits fits this. You know 'cause we've built out like SOPs and stuff but like... SELLER Isn't anyone following them? PROSPECT Right. Yeah exactly. \[!\] CONFESSION: SOPs Don't Work. *"We've built out SOPs but nobody follows them."* Another functional confession. The pattern is clear: he's tried to systematize, it hasn't worked, he needs someone who actually knows how to build systems people use. SELLER Okay. What kind of systems do you currently have in place? PROSPECT Um I guess the system would be like on the sales side would be like I have like a script that my DM setter follows. And then from there he books phone calls. And then he books that like with a Calendly link. He just like puts in the the prospect's information. I get it booked in my calendar. And then from there I book people in for sales calls after that phone call if they're qualified. And on the fulfillment side **it's it's kind of like the Wild West out here** for the fulfillment side. It's it's just kind of all over the place. Just 'cause like I said I still have clients who I'm doing like the retainer... yeah like they're still like these are kind of like legacy clients. Um like this one like custom client. Like we just kind of do some miscellaneous stuff for them. And so... um it's like it's not necessarily like a productized service yet. That's what I want. 🚨 🚨 KEY CONFESSION: "The Wild West." *"On the fulfillment side it's kind of like the Wild West out here."* **This is his language. Use it.** This is the most vivid, emotional description of his pain. When you pitch, you mirror this back: *"You said your fulfillment is like the Wild West right now. Let me show you how we turn that into a system."* His words, your solution. SELLER Productized service. Okay got you. And uh you're I see you're using Notion? PROSPECT Yeah. SELLER Is that where you're trying to get all your systems in? You prefer Notion? Do you have any preferences as to like the systems you're using? PROSPECT I like Notion. I'm still not great at using it. Um but yeah I'm trying to I'm trying to just use like one place that I could use for like ideas and like just like my day-to-day tasks. Like I think I'm trying to implement something like just like a task manager like this. Um that's nice for me to use. But also like a place I could host you know like just like docs like this essentially where I could outline everything. As well as like write content. Like I want to be able to like have a something like this that I could hand off to like an editor. That said I am open to suggestions when it comes to things like this. Like I know I think like even in one of your videos it's like you don't want to make a tool do something that it's not built to do. And so like I said I'm I'm open to it. Yeah just kind of need some more structure more structure in all of it is really what I'm needing. SELLER 100%. And um okay so you did mention like talking to some other people. Their solutions were kind of vague. Um you were not 100% sure that they they would solve the problem because they were not they were not very specific I guess to like how they would solve the problem. Um now also assuming that you're on this call also because you think like I am able to solve your problem right. Um I'm wondering if you have any other alternatives as to like solving this and like you know setting up the systems and getting to that uh 50k mark. And then from them see from there seeing like if you want to scale more or just stay on that place. The question is what other alternatives do you currently have as to like building this out? PROSPECT Yeah currently no viable alternatives. And so yes mainly just been like people who I know personally who just like you know I could help build out some systems. And yeah it's like I don't know. It's it's answer your question I don't know. It's not something I really feel like I can I can confidence say confidently say can solve my problems. SELLER Yeah 100%. And uh you mentioned like you want something someone to give you like a specific answer so like how they would solve your problem. Is there something else you're looking for in that person who is going to solve that problem just to see if like you know if this is something I can do or you know to see if it is a fit with how I work? PROSPECT No not really. I since I'm so new to like just the whole systems building side of things and like I said it's not really something that's in my wheelhouse necessarily. Um you know I'm open to to hearing what you have to say or like what you suggest. You know I want to lean more on somebody who's you know an expert in that area. SELLER Yeah and then do you have also a timeline for this? Like have you given yourself like okay I want this until like I don't know September 15th because I have a launch or like uh you know do you have any like timeline for this? PROSPECT Yeah I don't have a specific timeline but you know I like to move fast and so I would like to to get it done as soon as possible. But at the same time I would rather it be done correctly than just kind of rush through it. So yeah. SELLER Do you have like another question here is like you didn't mention any like CRMs um like for client management or leads management? Do do you have something or you're just using Calendly for your leads? PROSPECT Yeah I I use GoHighLevel. Um kind of. SELLER Yeah a bit of a weird mix Calendly and GHL. How how is that working? PROSPECT Yeah so the DM setter will book it in with Calendly and then um that's just kind of get books into my system. Um that said I I have GoHighLevel I frankly don't use it that much. You know I let me see like you can kind of see the what I have here. So this is like a phone and Zoom call so like new leads kind of get populated into here. This is like from Calendly. And so you know they'll get booked into here and then you know this is just something that frankly I've I've been pretty I've been pretty bad at updating this. And so yeah. SELLER I mean also when you take your own sales calls it's kind of like okay whatever like I'm just going to report to myself. PROSPECT Yeah exactly yeah. SELLER Okay and are you looking to stay on GHL or um like do you like GHL actually? Are you using GHL for anything else? PROSPECT Not really. I mean I like the automation side of it but even then the emails... SELLER Like the emails? PROSPECT Yeah right now I don't use it for emails. It's mainly for like um like if I was running like a DM ad if somebody were to DM me a certain word then I'll have this send out like an automation or like comments. Um yeah that's pretty much it actually. Um what I do like potentially about it is like a having like an AI setter but frankly what I've seen it just hasn't been great on it which is most likely probably a user error. But yeah to answer your question again I'm not like too attached to GoHighLevel. It's just a tool that I'm kind of familiar with. Um if there's a better alternative it's just kind of what a lot of people in my industry use and so it's kind of the tool that I adopted. SELLER Got you. And uh if we were to set priorities right like because right now pretty much you're at a place where you you have really no systems right. Like if we were to be honest about this it's there is really not so much going on. You have some processes in place as to like how you're handling your leads to book a call to jumping on those calls and all that. And then for delivery it's a little bit all over the place but you're handling this yourself so you know how to deliver but really there is no like um there is no system in this business. I'm just wondering what do you have any priorities as to what you want to fix first from your point of view and your goals? PROSPECT Yeah probably **the service delivery side**. I just you know I I think the actual um I think like even one of your videos was like a lot of agencies I think specifically for mine too it's like having a really hyped up big marketing and then like on the back end of like the fulfillment side it's just like there's you know it's it's just not. I I want people to actually succeed in my program. Like that's something that money aside like I want people to really get good results with my program. And I do realize that it does require their effort as well but I think you know the fulfillment side should be set up in a way that's like even then like it should be tons of accountability in place to where like it's very clear that this was a a user error from like the actual client and not like we didn't do our job or like we didn't set things up properly. And so yeah I find a lot of joy in being able to get a client really good results and so that's what I I really want to get that down. \[+\] GOOD: Clear Priority Stated. He explicitly said his priority is service delivery. This should anchor your entire pitch. Not sales systems. Not dashboards. FULFILLMENT. SELLER 100%. And what how soon are you looking to get a CSM? Like are you are you already hiring? Like have you put you like job posts out there? PROSPECT No I have one person in mind. He's uh to give you some backstory he was my employee for about like nine ten months or so. And um I'm actually going to be shifting him over to more of like a subcontractor because since I'm adopting this new offer it requires less of like a full-time person to be like going on shoots and editing and more of just like it's one or two videos for a client. And then the rest is like ads based and just client success based. And so you know I do want to move him over to that role um but I think it's smarter to have him as like a subcontractor as opposed to like a W-2\. And so um so yeah I think he would do well in that but you know it's I'm open to other alternatives as well if they make sense. It's just yeah. SELLER Okay I got you. Um okay cool so we talked about service delivery. Um you did mention a couple of things for your sales systems that you know from my point of view like there are things that we can definitely improve over here and we can look at alternatives like okay is GHL the right solution for you. Um is it just that the process of updating GHL is you know kind of like annoying 'cause you have to log in and you have to get on your laptop whereas maybe you don't want to do this on the hours where you're actually productive because it's like an admin task right. Um okay so I think I understand where you at right now. Um in terms of like timeline from my understanding you want to start as soon as possible but you don't necessarily have like a deadline or something like some sort of event that you need to prepare all this for. Um cool I don't know if there is anything else that you think I should know about your offer that or like a question that I didn't ask you that I should have asked you. PROSPECT No I think I think you probably have a pretty decent understanding. \[!\] DISCOVERY ENDS WITHOUT NUMERICAL CONFESSION. You gathered a lot of information. But you never asked the money question. You know: But you never connected: *"What is this chaos costing you?"* Without a number, the $12K price has no anchor. It's just "expensive" instead of "5% of what you're losing." \[i\] Weak discovery close. *"Is there anything else you think I should know?"* is soft. It hands control to the prospect. Stronger transition: *"Okay. Based on everything you've told me, I think I have a clear picture. You're at 30K, you want 50K, but the Wild West in fulfillment is the ceiling. Before I show you how I'd fix this, does that summary feel accurate?"* This confirms the diagnosis AND sets up the pitch as the solution to a problem he just agreed exists. PITCH PHASE SELLER Mm-hm. Okay cool. Um so I would say like what would be interesting then to do um at this part of our call is um I can show you some solutions that I implement for our clients right. And then from there I think you have uh a better understanding of like what I do and then you can ask me some questions. Um you know maybe things that you want to implement or solutions you want to implement and then from there we can see like you know what the next step would look like. PROSPECT Yeah let's do it. \[!\] MISSING: Clear Bridge. You slid into the pitch without linking back to his pain. You should have summarized his problem in his language before showing solutions. \[i\] The pitch bridge you needed: *"So based on everything you told me: you're at 30K, you want 50K, but the Wild West in your fulfillment is the ceiling. You've tried building SOPs but nobody follows them. And you're pausing ads because you can't handle more volume.* *Let me show you exactly how I'd fix that for you."* Now every feature you show is the answer to a problem he already admitted. SELLER Cool perfect. So uh let me quickly just open like a client account and then I can show you how we work with them. Like what kind of solutions we build and then I can kind of like walk you through what I have in mind also for your offer. Um I'll actually open two accounts because I have one for sales one for delivery. SELLER Account that no beat. All right. SELLER Takes 15 years to load. That's the Greek Wi-Fi. Okay so I'll start with the sales systems and then we can go on to the um client success systems once my Airtable logs in. Um cool. So um okay now the solutions that I usually build within um whether it's like an agency or like info offer right um usually I I build on Airtable. I I don't know if you're familiar at all with Airtable. Have you heard of it at all or not sure? PROSPECT I've heard of it I haven't haven't used it though. SELLER It's like a database solution. Um Notion and Airtable they are competing a lot. Airtable is going more into like being more of like a database solution whereas Notion is more like hybrid data and you know uh text um like pages um solution right. Um so usually I like to build within Airtable because it's very scalable, very user friendly and you can create really nice um dashboards for um you know like an info offer or like agency offer okay. So whether you use Calendly or GHL it doesn't really matter. There will be a set of automations that we need to have in place okay. Those would be automations for like lead opt-ins so then you can track exactly how many leads have come like uh have opted in on your funnels if you have any funnels that you want to track if you don't want to track that's fine. And then we we will have the uh calls automations so we know exactly how many calls were scheduled where did they come from um and also the outcome of that call. And I understand that so far it's been a little bit difficult for you to update those calls because like you're just reporting to yourself so whatever like is there's not like a huge urgency to tell yourself like it didn't close or it's going to close in two weeks because you know it so whatever right. Um but ideally you want to have like over time the data to know like okay what is happening where the calls are coming from. I have some simple processes that I uh installed for my clients to be able to update those calls without necessarily logging in on GHL or having to put like a whole paragraph etcetera. With AI if you have something like a Fathom notetaker I can automatically update your CRM with the status what happened what you discussed what you pitched what kind of objections you faced etcetera. Um so all that can update your uh database solution right. And that's one way and then we have like I have built so many ways to make it easy for my clients to update the CRM right because I know sales reps hate updating the CRM so one way would be what I said like with the with the notetaker and then we run an automation with a specific prompt to update then the CRM. The other option would be to have like an end of day report form. Do you have any of this like for your s for your SDRs like your setter? PROSPECT No that's another thing I I'm interested in doing yeah. \[+\] GOOD: Real Client Work. You showed actual client dashboards, not slides. This builds credibility through proof of capability. \[!\] PROBLEM: You're Showing Sales Systems. He told you his priority is **fulfillment**. He said the **Wild West** is in delivery. He wants to focus on **marketing** (his strength) not admin. But you're spending 20+ minutes showing him: This is asthma medicine for knee pain. SELLER ...So right now is just you taking sales calls so **maybe this is a little bit of an overkill**right um but you know what we set up is so that if you want to potentially in the future bring on sales rep or you know grow the team who knows maybe you want to do 100k now then you have the capacity to do that without changing the system again. Makes sense? \[!\] SELF-SABOTAGE: "This might be overkill." Never acknowledge your solution might be too much. You just told him what you're showing isn't relevant to him right now. This plants doubt. It wastes time. It tells him you're showing things he doesn't need. **Rule:** If it's overkill, don't show it. If you show it, own it and link it to his future vision. SELLER ...And by the way **if you don't like the looks that's fine** um we can just build it in different way that you like it right. This is how my clients want it so I build dashboards that they like to see that they like to use right. That's the end goal here. \[!\] SELF-UNDERMINING. *"If you don't like the looks that's fine."* This plants doubt. You're giving the prospect reasons to object to your solution. You're being defensive before he even complained. **Rule:** Own your work. If he has feedback, he'll give it. SELLER ...maybe it seems like okay maybe I don't need all that right now or **maybe it is too much** but the reality of things is like sooner or later you will need it and it's better to define the scope as to like okay this is how we're going to deliver to our clients this is our foundation and then build on top of that rather than have no foundation and constantly build it's like patchwork and it's like okay kind of doing this kind of doing that and it just doesn't work right. PROSPECT Mm-hm. Right. SELLER It's like a Frankenstein type of system. PROSPECT Right. SELLER So yeah I would say then this is like usually when when I build for my clients this is how I build. Now for your specific client to tell you like okay it's going to be one two three four I can only tell you that after I've done like an audit after I've audited your business which is part of like the you know us working together I always audit your business I always check exactly what you have going on it's like an interview where I need to get on the same page as you 'cause whatever decisions I make to build your system they have to be as good as you if you knew how to build systems and to build this entire thing with your context I don't have that context right now. Tell you specifically but I'm telling you like more or less this is what I expect that we will be building out. PROSPECT Okay. Got it. SELLER Thoughts. **Is it overwhelming or is it too much** what are your thoughts? You have honest thoughts? \[!\] SELF-UNDERMINING: "Is it overwhelming or too much?" You just invited him to say yes. Never ask questions that give the prospect an easy out. **Better:** *"What questions do you have about how this would work for your business?"* PROSPECT Yeah no it's I definitely see the the value in all that. It's um I think where I think just based off what you showed me it's like yeah that's definitely something where I would need a system like that not only for like the sales side but client success side just to make sure that no clients are falling through the cracks both you know leads and whenever like they're actually in the program. Um I think like also integrating stuff like Slack in there and like I think like you said like it's what I like about it is like a custom built solution for my exact business. And so like looking at like your examples it's like I can already see an example like that for my business. Like I think **what you showed me for the client success side is maybe not exactly what I was looking for** for for me but there are elements of it where I'm like yeah that's valuable. And so um yeah I think like the custom build side is for sure where I see that. 🚨 🚨 CRITICAL MOMENT: He Said It Didn't Match. *"What you showed me for the client success side is maybe not exactly what I was looking for."* **STOP. He just told you something critical.** The prospect literally said the pitch didn't fully match his needs. He has a vision for what he wants. You don't know what it is. You continued showing more features instead of stopping to clarify. **This is the part he came to you for.** And he's telling you it missed. \[i\] You should have stopped here. *"Hold on. You said 'not exactly what you were looking for.' Tell me more. What specifically ARE you picturing when you think about fixing your fulfillment?"* He has a vision. Find out what it is. Then either: Either way, you can't close him until you address the mismatch. He literally just told you the pitch missed. You kept going. SELLER Yeah 100%. And it is custom built right like even the dashboard I showed you if I showed you another client's dashboard it looks different right. They're look but I know they're looking to track the close rate the show up rate. I don't know how exactly they want to look at like they want to see it maybe the bar chart maybe they want to see like a number maybe they want to see something else but more or less I know what to expect right. Now for your specific offer for delivery that is more custom like um you know maybe something specifically you want to track like milestones like you know this other client who's doing like YouTube automation coaching he tracks like monetization for them is like really important to track when the YouTube channel is going to get monetized for example right. So this is something they track. Now would I put the same system for you? No. Like it's irrelevant for you to to look at I guess I think no right. You don't do monetization on Instagram right? PROSPECT Not at this point yeah. \[!\] PITCH FAILURE: Mismatch Ignored. He said it wasn't what he was looking for. You said "Yeah 100%" and kept talking about dashboards. You diagnosed asthma and tried to sell medicine for knee pain. He spent 20 minutes watching CRM demos for a sales team he doesn't have. The fulfillment solution he came for felt like an afterthought. CLOSE PHASE SELLER Cool. Um so yeah I mean then next steps for you is like um making a decision on if this is something that you're interested in doing right now. Um and doing it together of course. PROSPECT Yeah I think you know **I definitely am interested**. I think the just next part of that would look like you know **what is what does price look like**as well as like onboarding and just future next steps. \[+\] BUYING SIGNAL. PROSPECT is asking about price and next steps. Despite the pitch mismatch, he's still interested. He's giving you the green light to close. SELLER Mm-hm. Yeah. So when it comes to pricing **it is 12k USD**. Um onboarding as I explained is uh you know the audit like of course moving forward with like the paperwork and you know payment and all that but then is the audit we would have one or two calls where I audit your business and we go over sales systems client success finance and then I define the scope of work for each system and from there we start building right. I'm sorry you kind of paused during like most of that and so you're good. That's my internet connection yeah anyway okay let me repeat them okay. So first part you know we get done with all the paperwork from there um we schedule the business audit which could be um you know within this week or early next week and we will have our second call where I will show you the game plan meaning exactly what we're going to build after I have interviewed you like hey this is what I see is needed here's what it's going to look like here is a flowchart how this is going like where the information is going to come from right because I need to define that to tell you like this is the process this is the flow this is the information where it's coming from okay. Um from there you'll tell me yes no I like this I don't like that change the timeline make this more of priority than something else. And then my team starts building right. Um from there we will have like weekly calls where you would know exactly where we're at and every Friday I send you a report as to like hey we have built this part this is next we have built that part this is next. For everything we build there is SOPs documentation so you know exactly what has been built and anyone in your team knows how to use it like the CSM comes in they can go through the SOPs and they are familiar with the system right. Um what else did I miss something else here? No I mean we will have I'll be on your Slack workspace so anything that I need from you you will have your channel which is going to be called 7FS Tasks and over there you will get your tasks like what I need from you. Your time commitment would be maybe like an hour or max two I don't know what you would need to do for two hours but like let's say two hours in a week um to give a green light like hey change this copy or this form this questions or I don't like that I like this just like your reviews and your green light this is what we're looking for. I'm not going to touch anything of your like cert existing systems unless you tell me like yes you can delete it or do something. Um and yeah I like to move fast and I hope that you do too so you know if I need a confirmation from you I will uh appreciate if I get it as soon as possible if not I'll have to call you and uh I don't know send a letter send someone to get you to respond okay. PROSPECT Yeah. Got you. \[+\] GOOD: Clear Price Statement. *"It is 12k USD."* Direct, confident. No hedging. SELLER Cool. Yeah so this is what that looks like. So for that 12k do you ask for that upfront or is that like do you have installment options with that or what does that look like? PROSPECT Um we can do two installments. Um so yeah that that would be the option for that. If we don't add additional interest right like if we decide to split into like uh let's say like three installments then there is going to be an added like interest on that. PROSPECT Mm-hm. Okay. SELLER Got you. Or like would you be interested in like the like paying upfront or would you be interested in paying in two installments what what is what are your thoughts on this? PROSPECT Yeah probably like two installments will probably be more what I um would be looking for. \[+\] GOOD: Assumptive Close Attempt. *"Would you be interested in paying upfront or two installments?"* This is a closing question that assumes the sale. He picked installments. He's buying. SELLER Mm-hm. PROSPECT Mm-hm. Um let me think let me think. I have money that I need to transfer from one account to the other. Is there a chance that we could have a a call in like I don't know what time it is your time but like I don't know I think it takes like a 24 hours to transfer everything so could we have a call tomorrow where we could just finalize everything? **I mean I'm fully committed I just need to actually just transfer those funds** so it's not like an objection giving you. 🚨 🚨🚨🚨 THE MOMENT THE DEAL DIED. 🚨🚨🚨 *"I have money that I need to transfer from one account to the other."* *"I'm fully committed I just need to actually just transfer those funds."* **He said YES.** He said he's *"fully committed."* He just needs 24 hours for banking logistics. This is not a rejection. This is not "let me think about it." This is a YES with a logistics delay. **This is exactly where you collect a deposit.** A verbal yes with no financial commitment = permission to disappear. The moment he hangs up, his threshold drops. The urgency fades. The reasons NOT to buy start stacking up. He ghosts. **This is survival, not refinement.** SELLER **No good there you go. Now is all good.** Um yeah I mean for sure um what we can do today is we can schedule uh the call maybe for tomorrow. Do you use WhatsApp at all or do you use iMessage? 'Cause I messaged you on WhatsApp yeah I don't you didn't respond on WhatsApp. Sounds like you have an account but you're not there. 🚨 🚨 CATASTROPHIC FAILURE: Objection Accepted at Face Value. You said: *"No good there you go."* Translation: You accepted the delay without getting any commitment. You let him walk with nothing but words. A verbal "yes" with no deposit = permission to disappear. **What happened after this call:** He ghosted. The deal was lost. $12,000 walked out the door because you didn't ask for $500 to lock it in. \[i\] This is exactly where you needed to lock him in. *"Totally get it. Transfers take time. Here's what we can do: let's lock in your spot with a small deposit today. Even just like 500 bucks. You can transfer the rest by tomorrow. That way we can get your audit scheduled and you don't lose momentum. Sound fair?"* **If he says yes:** You have skin in the game. He's committed. He paid. He's not ghosting. **If he hesitates:** The "transfer funds" wasn't the real objection. Now you isolate the real one: *"What's making you hesitate? Is it the money, or is there something else going on?"* Either way, you have information. You have leverage. You have a path forward. Instead, you said "No good there you go" and scheduled a call he would never show up to. PROSPECT Mm-hm. SELLER Um okay so I'll message you then on iMessage. Um let's schedule the call for tomorrow and I would say let's also schedule the business audit so what I can do today is like prepare everything um you know um send out the contract maybe you can add us already on the Slack um and from there like tomorrow we can just process the payment assuming that you're committed to this and we're doing it. PROSPECT Yeah. SELLER And yeah I mean I can just get my team to get started with things already um and then we can just finalize this together on a call or you know I send you the link you process it and we just move forward right. PROSPECT Okay yeah let's do it. That's smart work that for you. SELLER Okay exciting. So let's uh let's do this. Now um for your um for for the call for tomorrow what what time would would work for you? You're in EST right? PROSPECT Uh I'm Mountain Time in the in the US. SELLER Mountain Time. Okay. PROSPECT Yeah. SELLER Cool all right so um PROSPECT how are you feeling about this? PROSPECT I feel good yeah. SELLER Yeah. PROSPECT Yeah I'm excited yeah I think. \[!\] VERBAL COMMITMENT BUT NO CAPTURE. PROSPECT said he's *"fully committed"* and *"excited."* You ended the call with: **Result:**Verbal yes → Ghost → LOST deal. SELLER Are you? Yeah it's it's something that I've been meaning to do is just you know it's just a matter of actually implementing it 'cause the main thing is I just want to be able to step away as much as possible from the fulfillment side and just plug somebody in who I know is really good and they can just follow the the system that we put into place for them. And so it's you know easy for them to succeed as well as the clients to succeed and same thing on the sales side just having clear um data that everybody can follow as far as like updating information and um yeah so just pretty much spending less time on all that I just want to spend more time on actually creating more content and ads and marketing so. SELLER That's what you enjoy I mean that's what yours so that's why this is your offer as well right I guess you enjoy doing content? PROSPECT Yeah yeah definitely like I think just just uh you know creating the content side as well as like ads for myself and so I think that's where my strengths rely on that. SELLER Cool um how soon do you would you like us to hit that 50k revenue um or like cash collected from today? I'll put it on my calendar. PROSPECT If I could close like you know at my current price point it's 5k um and so you know if I just close 10 clients out of that you know it's I can hit that and so um if it's August I think if I can hit that by before the end of this year that's that would be big. SELLER Yeah I think you need to be more uh you know to have bigger goals 'cause I feel like 50k is really um feasible. Um you you already close like three clients in in in one month and you know you're doing everything so you know the moment you have more time to allocate to you know marketing and sales I think the results will be there right. Um and I'll be curious to see what kind of like upsell or downsell options we can uh put in place so then you can have a higher lifetime value for client. PROSPECT Right yeah that would be interesting. SELLER Okay cool um all right so I would say then let me just message you quickly on uh iMessage so we we are there PROSPECT Garcia hey this is SELLER whoop hey this is SELLER funny cool you got it? PROSPECT Yes. SELLER All right cool so um let's finalize then every uh tomorrow the payment and then I will just um send you over like one or two things that you can start doing today and then my team tomorrow morning can just tomorrow morning as in like UK time uh tomorrow morning they can just start you know um preparing things so then we can move things faster as well right. PROSPECT Okay yeah let's do it. SELLER Awesome so uh PROSPECT I'll see you tomorrow um let's finalize this and then we'll meet again on Friday to kick Closing Protocol # Your Closing System Fixing your closing protocol is the highest leverage shift for this call. We focus on the close first because that's where the revenue was lost - refining the pitch is a secondary bonus. Part 1: The Closing Protocol 1.1 THE REALITY CHECK ## The Decision Threshold PROSPECT said "I'm 100% fully engaged" and wanted to book a call tomorrow. You let him walk with zero commitment. He ghosted. Why? Because commitment lives on the call. Once you hang up, doubt floods in. The decision threshold drops below the buy line within minutes. Energy DECISION THRESHOLD THE GHOSTING ZONE 01 THE CALL 02 POST-CALL MAXIMUM URGENCY Time DECISION REACHED MAXIMUM URGENCY 01 THE CALL ↑ RISING ADRENALINE CLOSING MOMENT \[BUYING THRESHOLD MET\] 02 POST-CALL ↓ THE GHOSTING ZONE \*ADRENALINE DROPS \~80% WITHIN 6 HOURS "You had him at the peak. You needed a deposit. Even just $700." 1.2 THE MONEY MOMENT ## The Execution Sequence It's easier to say "maybe" than "yes." Use this 5-step checklist to force a decision and uncover the real objections. Step 1: Confirm Clarity "Before we talk about price, do you have any questions? Is everything clear?" *(Insist. Most will say yes too quickly.)*"You sure? Because there's no better time than right now to make sure this is the right fit." Step 2: State The Price "Cool. So the investment is \[price\]. We can do it in one payment, or split it into two at \[price\], or three at \[price\]. Which works better for you?" **WARNING:** PROSPECT asked about payment plans and you said "there's a slight fee." What fee? Don't be vague. **Just say the number.** Step 3: Add the Incentive *The Principle:* An incentive makes "yes" easier than "later." Option 1 Price Discount "Normally 15K, but if we finalize today, it's 14K." Option 2 Bonus System "Finalize today, I'll throw in \[bonus system\] normally worth $X." Option 3 Extra Time "Finalize today, I'll add an extra month of support at no charge." For PROSPECT:"If we can finalize today, I'll throw in the CRM foundation for your setter. Normally that's separate, but I'll include it so you're fully set up." Step 4: Handle Deflection *Scenario:* PROSPECT says "Let me check with my bank..." **YOU:** "Totally understand. Before we book that, is there anything else preventing you from moving forward, or is it really just the banking stuff?" **PROSPECT:** "No, just the bank." **YOU:** "Okay cool. So you're fully committed, you just need to sort out the payment logistics?" **PROSPECT:** "Yeah, 100%." **YOU:** "Perfect. Let's do this: Can you put down a small deposit today, just $700, so I know we're locked in? Then tomorrow you pay the rest." OUTCOME A **He pays $700.**He is now committed. You got paid for the call regardless. OUTCOME B **He can't pay.**This exposes the real objection. Address it now. Step 5: The Deadline \[LAST RESORT\] *\*Only use if they REALLY can't pay any deposit.*"Okay, no problem. When do you think you can have this sorted?" "By tonight at 11pm." "Perfect. So if I don't hear from you by 11, I'll assume something changed and you're not ready. Sound fair?" • Clear Deadline • Permission to Follow-up • Permission to Move On 1.3 THE DEPOSIT PSYCHOLOGY ## Why "Tomorrow" Never Comes PROSPECT said he was "fully engaged" and wanted to finalize tomorrow. But tomorrow never came. Why? Because **words are free. Action costs.** Level 1: High Certainty The Deposit Someone who pays $700 has **skin in the game**. They are now committed to the outcome. Level 2: Medium Certainty The Contract A signature is progress, but **they can still walk** away without a financial barrier. Level 3: Low Certainty The Booking A follow-up call is a **permission to ghost**. 80% of these calls never happen. The Prime Objective "The goal of the call isn't a 'yes.' It's a deposit." BONUS: STRATEGIC REFINEMENTS 2.1 DISCOVERY ## Listen for the Gap PROSPECT told you everything: "I'm making 15-20K... I'm stuck doing fulfillment 24/7... I have to STOP my ads." What he needed was fulfillment systems. You showed him a CRM for sales teams. | They say... | What they mean | What they need | | -------------------------- | -------------------- | --------------------- | | "I don't have time" | Drowning in delivery | Fulfillment systems | | "I can't scale past \[X\]" | Bottleneck in ops | Process documentation | | "Leads are going cold" | No follow-up system | CRM & Automation | The Hard Stop Protocol "If you're not looking for a solution now, what's changed in your business that makes you think later will be any different?" 2.2 THE PITCH ## The 80/20 Rule 80% of your pitch was things he doesn't need right now. Stop saying: "This is overkill for you right now, but later you'll need it." ##### The Mistake Pitching features for "later" or "just in case". This flags you as an expense, not a solution. ##### The Shift Focus 100% on the single bottleneck they just confessed. If 80% is for later, he'll come back later. The Correct Pitch Protocol "You said you're stuck in delivery and you have to stop your ads. Here's how we fix that. First, we're going to map your entire client delivery process... We'll document it so clearly that someone else could run it. That way you're not stopping ads anymore." "You diagnosed asthma and tried to sell medicine for his knee pain." The Diagnostic Mismatch ## The Bonus Content Strategy You CAN mention other systems, but frame them as bonuses. This increases perceived value without muddying the primary pitch. Secondary Framing Protocol "We're going to focus on client delivery first. But because you mentioned you have a setter, I'll also throw in a CRM foundation so you can start building on that when you're ready. But that's secondary. The main thing is fixing delivery." Your Homework ## Tactical Execution Plan ##### BEFORE \[ \] Write out your frame script (first 60s) \[ \] Pick your incentive (Option 1, 2, or 3) \[ \] Set your deposit amount (10% of 1st) \[ \] Print the closing checklist ##### DURING \[ \] Use the frame at the start \[ \] Ask about timeline EARLY in discovery \[ \] Only pitch what they need NOW \[ \] State price clearly (Split into payments) \[ \] Offer the incentive & Ask for deposit ##### AFTER PAID Start work. COMMITTED Follow up. GHOSTED Move on. THE BOTTOM LINE You have the skill to deliver. You have the authority in the market. You have prospects who want to work with you. THE ONLY GAP The willingness to close. PROSPECT was at the buy line. All you needed was to ask. NEXT TIME, ASK.