INTENT STAGE
Get a vague goal and problem
Hey can you hear me can you see me?
What's up buddy, how's it going?
(SUPER casual) Cool man well It looks like you booked a time about possible help with
{their goal}? Is that right?
Ok easy man and just to see if I can help. What's the main intent of looking at (new
thing)? Like what are you hoping to get out of it?
= their goal
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What have you seen that makes you feel you don’t have X?
= their problem
LOGICAL CERTAINTY
Get strategy, problem, and probe
What are you doing to achieve {goal}?
How long have you been doing {strategy}?
What caused you to use {strategy} in the first place?
= uncover their strategy & seed doubt
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Do you like it? Like besides {problem}, do you I guess like {strategy}?
If Yes:
What do you like about it?
If No:
It can’t be all terrible if you’ve been using it…. What do you like about it?
Ok it doesn’t sound like terrible then… I guess is there anything you would change?
about either like the {process} or {result}... like if you…if you could though?
= deeper problem
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What do you mean? / How do you mean? / Meaning?
How long has that been going on for?
Has X had an impact on Y?
= expand the pain
EMOTIONAL CERTAINTY
Identity shift, future pace, and COI
Ok and just so I see your POV besides {their problem} what's the reasoning of even
looking at like {your solution} to get more {their goal}…. rather than just doubling down
on what you’re doing now with {current strategy}, like the average person does?
= pre-handle DIY objection
Ok and in regards to that before you and I were speaking were you out there looking for
more advanced help to get {their goal} or what were you doing about that?
- What prevented you?
- So what’s shifted now?
= pre-handle their internal objection
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Future Pace / Consequence Optional Pre-Frame
Well can I offer a perspective? I’m a big believer in what Jeff Bezos {insert big name in
your industry} said… the most successful people have 2 things. They have a very
strong pull, the why or drive for what they want to achieve - but they also have a strong
enough push, the consequence to failure of not achieving that goal… which gives them
the drive and motivation to achieve what they want. For example for you…
…Let's say there was a way of possibly helping you with solving {their problem}…. what
would tangibly be different for you / your business at that point?
- Get 2-3 specific goals that would be different about their life
And you accomplishing {their specific goals}…. step into those shoes for a second….
what would that do for you…..like personally though?
= make them visualize & feel their dream life
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Ok that makes sense man so now we have your pull. But just like with Jeff Bezos saying
{insert the name you used here}, now we need the push, the consequence of failure…
…So for you on the flip side, what if you don’t man? What happens if {their deep
problems} continue and we’re not able to achieve {their specific goals} for the next 2
days, 2 weeks, 2 months, even 2 years? What would happen at that point
- Get 2-3 specific consequences that would exist in their life
And how would you like….feel at that point?
= make them visualize what happens w/out change
PITCH & CLOSE
Commit to change, 3 pillars, tie-down
So this’ll sound like an obvious question but it's not. Are you willing to settle for that?
And why now? There's always the new year new me guy. Start a diet on a monday. Why
actually draw that line and make that change? Cause ya haven’t for the past months
And whose responsibility is it?
= tied down commitment, timing, and partner
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Based on what I’ve heard man of {deep problem} and {specific goal} I think what we’re
doing for sure could help you… if it would be appropriate from here we can put a game
plan together of how to actually get you to {goal}. Would that be appropriate or what do
you want to do?
Here Add Your 3 Pillar Pitch. The Structure to Create Them is as Follows
Pillar 1 is {pillar name} - because you know how you mentioned earlier {problem that the
pillar fixes}? so that’s why we have pillar 1 so that {explain how the pillar solves their
problem}. Do you see how that would help?
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Based on what I’ve covered do you feel like this would actually get you to GOAL?
Ok and why though? What do you feel is the key to the castle for you?
And how do you feel that would help you specifically?
Great so the total investment man to actually get {program} so you can {specific goals}
is $$$. How would you like to proceed?