TAOD
the art of the deal.
Don’t fucking yap.
BEFORE CALL PRACTICE
Send prospect resources (yt / case studies / xyz) > show intention > I know i sent you over some resources prior , did you manage to take a look through
GOAL: REMOVE LIMITING BELEIFS / HANDLE OBJECTIONS
No > rebook
yes > go ahead
Great i hope it didnt bore you too much - ahaha
Did you find them useful in anyway
Yeah for sure
Really how so?
STRUCTURE
OPENING: Leadership (Too much rapport can ruin frame )
where you calling from? GO >
B2C
In your own opinion whats the biggest the reason you wanna scale your personal brand rn ?
B2B
So whats the biggest challenge your facing right now with your personal branding ?
CURRENT: ( CONTEXT )
Goal: Get them to "accept defeat" with their current strategy
WHERE IS SOMEONE RN ?
WHERE DO THEY WANNA BE?
WHY THEY NOT THERE YET ?
WHAT HAPPENS IF THEY DONT CHANGE ?
What strategies are you currently using for client acquisition
What tangible results is that giving
Why do you feel like that isnt working ?
DESIRED:
ATTEMPTS:
VALUE:
TEMP CHECK / TIE DOWN
IN TERMS OF WHAT WEVE LAID OUT DO YOU FEEL LIKE THIS CAN ACTUALLY HELP U GET TO XYZ GOAL WITH YOUR PB
YES
WHY DO U SAY YES
WHY THOSE THINGS SPECIFICALLY
PRICE DROP:
If thats the case naturally next steps are pretty simple wed get u set up w your onboarding
Book onboarding call
Add you to your 1-1 server to meet my biz partner, dev, smm, editors, etc
Then get you in our community so the 6 calls/week plus our biweekly 1-1, all our vid resources, apps and what now
In terms of the investment that comes at 6K - Couple of ways we can look at that if u need too , so if ur ready well get you rolling
OBJECTIONS:
OBJECTIONS:
Critical insight: "When they ask questions after your price drop, they're trying to deflect the decision"
DIFFUSE - NORMALISE
YOU DON’T HAVE THE MONEY , thats were here right
Tie down
Lets park the money the side for a min
Do u genuinely feel like this can help ?
Challenge:
Mind if i challenge you on that ?
Resources - LACK OF
Resourceful - doing whats needed
Binary:
2 options - which one serves you best ?
So what do u wanna do?
Objection Handling Process
The coach provides a 5-step framework:
Step 1: DEFUSE (Normalize)
"Yeah, I appreciate you being honest about that"
"That's why we're here, right?"
Step 2: TIE DOWN
"Let's park the money to the side for a second..."
Get commitment they want the result
Step 3: CHALLENGE
"Mind if I challenge you a little bit?"
Get permission to push back
Step 4: RESOURCES (Lack vs. Resourceful)
"There are two types of people..."
"One focuses on lack of resources and stays stuck"
"The other finds a way and invests in themselves"
"Which one typically does better?"
Make THEM say it
Step 5: BINARY (Two Options)
Present two clear paths
Force a decision point
"What would the higher version of you do?"
8. Handling Uncertainty/Fear Objections
When they say: "I'm not sure if it will work"
Response:
"You've seen the results, right?" (get confirmation)
"Whose responsibility is it to apply the knowledge?" (make them own it)
"Can you back yourself to show up?" (self-accountability)
"So why would you fail knowing you'll back yourself every day?"
Result: They realize the only variable is their own commitment
9. Money Objections - Deep Dive
Coach's approach when they say they don't have money:
Defuse: "I appreciate you being honest"
Frame: "You're here because you want to make MORE money, right?"
Commitment check: "Are you 100% committed to doing what's necessary?"
Discovery: "What are you working with right now?" (actual numbers)
Reframe: Present two paths:
Path A: "We can look at that $2K and say funds are cooked, stay the same"
Path B: "Or we invest it, get the skills, scale the business"
Key question: "What would the business owner making $10-15K/month do? Look at the lack or get resourceful?"
Accountability: "I just want to hold you accountable"
Decision: "So what do you feel like you need to do?"