Sales

(WIP) Sales Training

Sales Framework

(Use as Reference, Not as a Script)

TANGIBLE OUTCOME

“What got you interested in booking this call today?”

“What are you looking to achieve with this? Like an outcome…”

(If they give a shallow answer:

“You’re not here to make less money 🙂 Everyone has different reasons to make more money — what do you really want to achieve?”

Get a tangible outcome like “spend more time with the family” or “retire from my job.”)

→ Go negative after:

“What’s going on right now that makes you want that?”

SITUATION PHASE

“Since you’re looking to achieve (XYZ outcome), what are you doing right now for work?”

“How long have you been doing that?”

PRE-HANDLING OBJECTION PHASE

“How long have you been wanting to achieve XYZ?”

“What have you done in the past to achieve that?”

“A man/woman of your calibre — what’s slowed you down from getting XYZ outcome?”

“A lot of the problems we face in life aren’t 100% our fault… but whose problem is it to solve?”

(Say this while pointing to your chest)

“Since you know it’s your responsibility, coming from an extreme ownership perspective — what’s really slowed you down within you?”

“What has that way of thinking cost you in the last XYZ years — in money, time, or potential?”

“How does it make you feel knowing you’ve been the one slowing yourself down, and you’re in the same position after XYZ years?”

“What happens if you keep letting this get in the way?”

“What do you need to let go of to become the person who achieves XYZ?”

“Are you open to me holding your hand to the fire… holding you to a higher standard so you don’t waste another XYZ years?”

“Why?”

“Do you feel like now is the time to draw the line in the sand?”

FUTURE PACING

“What is your higher standard? How much do you need to be making in the next 6–12 months?”

“How would life be different than it is right now?”

(If vague)

“On our deathbed, we’re not talking about money or job titles. We’re talking about the memories we created with people we love — and who we were to them.

Money gives you freedom to create those moments.

So what memories do you want to create that you can’t right now?”

“Why is that important? Where does that come from?”

“Who do you want to be remembered as by your family?”

“What would it mean to be remembered that way?”

“What decisions do you need to start making to be that person?”

CONSEQUENCE PHASE

“What happens if you keep selling yourself short and never become that person?”

“Why not just settle?”

“Time for a change?”

OPTIONAL SECTION — FEARFUL PROSPECTS

(Use only when needed)

“Hey [Name], we can help if you want it. I can show you how everything works — it’s totally up to you.”

“Before I jump in, there’s a couple things I want to share.”

“When we’re talking about making big changes… you might feel scared, doubtful, unsure. That’s normal — everyone feels that at some point.”

“But I wouldn’t want you to mess up your future because of those feelings.”

“So when those feelings pop up — fear, doubt, uncertainty — what are you going to do to keep moving forward?”

“Why is pushing through this important to you?”

“I can hold you to that standard — that’s what I’m here for. But the question is: are you willing to hold yourself to that standard?”

PITCH (3 PILLARS)

“Based on what we discussed today… we can help you achieve XYZ over the next XYZ months.

The investment to work with us would be [Investment].

The main areas we focus on are:”

Pillar 1

“You know how you mentioned…”

→ Solution

→ Logical benefit

→ Emotional outcome

“Does that make sense?”

Pillar 2

“You also mentioned…”

→ Solution

→ Logical benefit

→ Emotional outcome

“Are you following so far?”

Pillar 3

“Finally, you brought up…”

→ Solution

→ Logical benefit

→ Emotional outcome

OBJECTIONS

(Refer to full Objection Handling Cheat Sheet)

Remember:

Listen more than you talk.

The one asking the questions controls the call.

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Here is their booking page to get you started: BOOK A CALL WITH FANBASIS REP.

Now that you can actually make a sale, this is the general flow of every sales call you will have:

1. Introduction

2. Discovery

3. Pitch

4. Objections

5. Close

And keep in mind you want to use the structure as an outline. Adhere it to your offer.

The main factor in wether you do or do not close deals is confidence.

If your nervous, speaking fast, and going all over the place; people’s bs alarms will go off and they’ll run away.

But if your composed, let them talk, and very confident when speaking, people will sell themselves to you.

The confidence you need will come from knowing you are good at what you offer. This is why we have market research and beta stages while building it out.

Run through this checklist before every call:

• Be confident (downward inflection), happy, and unattached to outcome.

• 6 deep breaths, close eyes (80% neutral)

• Notices self-talk and posture

• Ground yourself, don’t be needy

• Set your intention: “If I can help, I will. If I can’t, I won’t. I’m not here to convince—I’m here to assess and recommend.”

1. PRINCIPALS:

1. Prospect doesn't know what they need

2. Calls are collaborative, a conversation about finding the truth and real problem

3. They need to believe all 7:

2. NOTES TEMPLATE (write on paper)

PAIN / BACKGROUND / SPECIFIC

1. Main problem (pain)

2. How long (timeline)

3. What they've tried (context)

4. Finical (money)

5. Leadership/partner dynamic (support)

6. Impact of staying here (cost)

7. Why now (context)

GOALS / WHY / NEXT MOVE

1. Target outcome (pain)

2. Bigger why (desire)

3. Whats stopping them (doubt)

4. Williness to fix (desire)

5. Timing + support (support)

6. Partner/spouse (support)

7. Transition cues (need all 7 beliefs)

• Look for repeating words (belief anchors)

• emotional signals

• support triggers

• objection cues

• Personal Notes;

  • Clean background

  • Don’t mention group until 4 loops

  • Conversion metrics to show what’s possible.

    • 1-3% book a call

    • 70% + show up

    • 30-60% buy from you

PART ONE: Intro and discovery

PROBLEM-FIRST STRUCTURE:

Use when there established but know something is broken (complaining, etc.) and when you want to stack urgency early

1. Isolate problem

2. Background

3. What they’re doing now

   1. Get specific (numbers, outcomes, timelines, what they’ve tried.)

4. How long has it been a problem

5. Cost of staying here (emotional and strategic)

6. Have they worked with anyone? What do they think?

7. Desired outcome? (goals, visions, and monetary outcomes.)

8. Summarize, check timing + decision ability, move to pitch

GOAL-FIRST STRUCTURE:

Use when they're confused or have scatted priorities → meaning they want to start something new and are focused on hope, dreams, or ideas instead of constraints. (stretch vision before showing pain.)

1. Start with end

   1. “What’s your goal?”

2. Clarify

   1. Monetary, lifestyle, and goals

3. Stretch Gap

   1. Why that number? What happens if you don’t get that?

4. Current reality

   1. “Walk me through were you are now.”

5. Doubt and delay

   1. What’s been in the way? Why hasn’t this happened yet?”

6. Solutions (what they’ve tried or if they’ve worked with anyone?”

7. Support (anyone else involved?)

8. 1-3 Situation based tips (salesperson → advisor)

9. Transition

   1. “I feel like we’ve covered quite a bit—would it help if I walked you through what working together could look like?”

Rules of discover: (TAKE NOTES)

• Ask permission → give context → ask short, clear questions (not trying to fix problems right now)

  • Soften hard questions:

    • “can I ask you something uncomfortable? Totally fine if not but I’m curious.”

    • “this may be a little direct but I’d rather ask than assume.”

  • If repeating themselves:

    • “Let me ask a better question”

    • “if you boiled it down to one thing, whats the real issue?”

• Let silence work

• Mirror cadence, not emotion

  • Speak fast → slow em down

  • Rambling → cut with direction

PART TWO: Pitching and closing

A GREAT PITCH HITS ALL 7 BELIEFS, MAKES YOU THE MISSING LINK, CREATES CLARITY MAKING THE OFFER THE PATH TO DESIRED STATE

GENERAL STRUCTURE:

1. Reframe situation

   1. ”You’re doing X, problem is Y. Tried A and B, haven’t worked. If this doesn't work [emotional pain] but you really want [desired outcome.]”

2. Introduce Offer

   1. 3-4 Core pillars related to pain points

   2. “We’d help you fix [problem] with [pillar 1-4]”

3. Quick case study if needed

4. Expectations

5. Investment: not a price but a decision

   1. “Heres what actually investment looks like. We have a couple of options, one paid in full and one more flexible. Either it’s designed to be accessible and fast-ROI. Want me to walk you through both?”

6. Frame Close

   1. “So if everything we went over makes sense, and you’re feeling good about moving forward, the next step would just be getting your onboarding handled and locking in your calendar. You want to go ahead and get that set up?”

   2. “So if you come in, and we show you exactly how to [Outcome], is it worth it for you to do this?”

   3. “How do you feel about everything we covered, feel like this is the right fit?”

   4. “Let’s put this in context — You’re investing [amount] to finally [Outcome] for life. Compared to staying stuck for years — which one really costs more?”

PART THREE: Objection handling

Overcome the person, not the objection (money/fear)

People need clarity when making decisions:

EVERY objection is a symptom of a deeper fear

Pain → They don’t believe the problem is urgent

Doubt → They think they can figure it out on their own

Cost → They don’t think inaction is really hurting them

Desire → They don’t believe the future is possible

Money → They don’t see the value clearly enough

Support → They’re scared of judgment or resistance

Trust → They’re not sure you or your method will work

You don’t handle the symptom, coach them through the fear

Transform them into a better version of themselves by being KIND not nice.

It’s also ok to drop the investment early:

“Before we start, I’ll need a couple things from you: one hour a day, and a [NUMBER] investment. We’ll talk details later, cool?”

Objections

TIME

You need to reveal the real disease of procrastination: the fear of failure.

Example

“Im too busy”

“100% man I get that - people are busy. Can I ask: do you think there are people out there with a 9-to-5, maybe even with kids that find a way to make it work?”

“Yeah probably”

“Totally. And we all have 24 hours right? So is it a case of you truly not having time, or a case of you not prioritizing this yet?”

“Probably not prioritizing”

“Got it. So what’s going on man? Do you really want to hit your goals?”

MONEY

People can find money for the things they want.

Example

“It’s to expensive”

“Totally understand, man. Let me ask you something — if you knew for a fact that after [SERVICE TIME PERIOD] you’d hit [GOAL] and start generating clients —
would that be worth the [PRICE] investment?

“Yeah - 100%”

“Cool. So is it a case of you don’t have the money,
or you’re just a bit afraid or uncertain that it won’t work?”

If its money:

“Okay, totally fair. If we can make it work financially —
so you’re not in a tough spot but you’re taking real steps forward —
are you ready to start today?

“Yeah.”

“Perfect. Can I challenge you to have an open conversation about the finances?
Where are you at right now — income, expenses, savings?”

Partner with them and show options for payment:

• Half upfront, half when they reach desired outcome.

• X amount per month through duration of working together.

UNCERTAINTY

Commitment issue, not a risk issue

Example

“I’m just not 100% sure it will work.”

“Totally fair man. What are you actually 100% sure of in life?
Are you 100% sure you’ll wake up tomorrow?”

“Not really, no.”

“Exactly — there’s always uncertainty.
But if you have my guidance, the system, and you show up every day…
what are the actual odds of failing?”

“Pretty low”

“So you’re sure enough it’ll work if you show up.
Now the real question — are you going to show up?”

“Why keep selling yourself short, man? Why let fear make this decision again?”

LET ME THINK ABOUT IT

Money OR fear of failure?

Example

“100%, take the time you need.
Before you do though — quick question.
If we worked together and you fully committed,
do you believe you’d hit [DESIRED OUTCOME]”

“Yes” (let them restate belief)

“Okay, so if you know it’ll work, what’s making you want to wait?
What’s the barrier between you and taking action?”

Shift Identity

Guide them to their future self

“Totally get it, man.
Fear’s natural — growth always feels uncomfortable.”

“Let’s do this —
What does the version of you who already has [NUMERICAL OUTCOME]
and crushes it with [DESIRED OUTCOME] do right now?”

“He invests / he takes risks.”

“Exactly. So do you want to keep operating as the old version,
or step into that new version starting today?”

Guarantee

“Look, man, I do have a guarantee — if you don’t [HIT DESIRED OUTCOME], we [STATE GUARANTEE.]”

But I’ll be real — if the only reason you’re joining is the guarantee, don’t do it.

Because that means we’re starting this partnership with a broken mindset. You’re already thinking about what happens if it doesn’t work.

I want you doing this because you’re betting on yourself,
not because you have a safety net.”

SKYDIVING (visualize fear)

“Can I give you a perspective? Imagine we’re on a plane, 15,000 feet up.

Door opens. Air hits your face, you look down at pure sky.

Your body is going to scream: “don’t jump or you’ll die,”

even though logically, you know you’re safe —

you have a parachute, you’re strapped to me,

and statistically more people die in car crashes.

It makes logical sense to jump, but the longer you look down, does it get easier or harder?”

“Harder.”

“Exactly. So in your case, you know this makes sense. You know I’ve got you. You know the system works. So what do we need to do, keep looking down the void,
or take the leap?”

“Take the leap.”