Objectives

• Reframe sales as problem solving & value creation.
• Define your offer by outcomes, not features.
• Adopt the advisor mindset vs. the pitch mindset.

Key Concepts

• Value = (Desired Outcome – Current Pain) × Trust.
• Customers buy progress, not products.
• Clarity beats clever: simple benefit statements win.

Framework · P.A.S.T.O.R

1. Problem → name it clearly
2. Amplify → cost of inaction
3. Story → social proof & case
4. Transformation → future vision
5. Offer → exact next step
6. Response → close with a question

Practice Drill (5 min)

1. Write a 1–2 sentence value statement (pain → result).
2. Read aloud twice; remove jargon.
3. End with a question that invites action.

Objectives

• Recognize selling in daily life: ideas, time, priorities.
• Identify your natural strengths (e.g., listening, humor).
• Build comfort initiating conversations.

Mindset Shift

• Sales = service. If it helps, it’s ethical to ask.
• Confidence grows from reps + recorded feedback.
• Ask → Listen → Clarify → Propose.

Micro-Challenge (Daily)

1. Start 3 conversations (online or in-person).
2. Ask 1 clarifying question each.
3. Log what opened them up vs. shut them down.

Confidence

• Borrow belief from case studies and mentors.
• Use a pre-call routine (music, breath, posture).
• Script your first 20 seconds, then listen.

Curiosity

• Ask follow-ups: “Tell me more.” “What makes that important?”
• Summarize back: “Here’s what I heard…”
• Let silence do some work.

Consistency

• Track daily inputs: outreach, follow-ups, booked appts.
• Time block prospecting. Protect the calendar.
• Review outcomes weekly; adjust one thing at a time.

Drill · Power Intro

“Hey Name, I help who go from pain to result without objection. Open to a 3‑minute overview?”

Worksheet

Download: 3C Habit Tracker (PDF)

Product Belief Audit

1. List top 5 outcomes your offer creates.
2. Collect 3 proof points per outcome (case, data, quote).
3. Write one 20‑sec story for each outcome.

Self-Belief Stack

• Evidence log: track daily wins.
• Reps log: 100 conversations challenge.
• Mentor mirror: record → review → refine.

Instructions

1. Write your sales "Why" (3–5 sentences).
2. Create a 20‑sec value statement using PASTOR.
3. Record it on video; review for clarity and warmth.

Deliverable

Upload your written Why + video in your site form (swap link).

Submit Assignment

Objectives

• Map a buyer's journey: unaware → problem aware → solution aware → most aware.
• Use emotion to open, logic to confirm.
• Identify the “cost of inaction.”

Psych Triggers (Cialdini)

• Reciprocity · Commitment · Social Proof · Authority · Liking · Scarcity.
• Choose 1–2 per conversation (never stack all 6).

Conversation Openers

• “What made you open to exploring this now?”
• “If we waved a magic wand, what would ideal look like?”
• “What would happen if nothing changed in 6 months?”

Mini-Drill

Pick one opener. Ask it 5× today. Log emotional words (anxious, stuck, excited). Use those words later in your close.

Profiles

• Driver: fast, decisive → keep it brief, outcomes first.
• Expressive: big-picture, social → stories & vision.
• Amiable: patient, harmony → reassurance & proof.
• Analytical: detail, logic → numbers & comparisons.

Rapid ID Cues

• Speaking speed, question types, body posture, email style.
• Match pace + provide preferred evidence.

Cheat Sheet

Download: Buyer Types One-Pager (PDF)

Role-Play Map

1. Pick a product & buyer type.
2. Write a 45‑sec opening tailored to that type.
3. Record and self‑critique using the checklist.

Rapport Stack

1. Warmth: smile in voice, name use.
2. Commonality: “I noticed… me too / clients like you…”
3. Respect: time check + permission to proceed.

Language Patterns

• Mirroring last 1–3 words.
• Labeling: “Sounds like ___ matters most.”
• Softeners: “Might,” “Open to,” “Worth exploring.”

Bad Habits to Drop

• Talking over answers; rushing to pitch.
• Dumping features before needs.
• Defensiveness when challenged.

Signals to Watch

• Voice: speed ↑ = anxiety; drop = resistance.
• Silence: after price → stress; after story → processing.
• Words: “worried, risky, overwhelmed” vs “excited, simple, clear”.

EQ Moves

• Validate: “That makes sense.”
• Explore: “What else is behind that?”
• Bridge: “Would it help if we…”

Reflection Drill

After each call, answer: 1) Emotion at start? 2) Emotion at end? 3) What shifted it?

Worksheet

Download: EQ Call Review Sheet (PDF)

Instructions

1. Complete a persona for your ideal buyer (pain, goals, objections).
2. Draft 7 discovery questions (surface → personal → emotional → financial).
3. Run a 5‑minute mock call and record it.

Deliverable

Upload persona doc + discovery script + recording link.

Submit Assignment