Frameworks

Three Fs Follow-Up System

Move relationships forward by following up, following through, and following back

Bottom-Up Sales Driver Tree

Work backward from revenue to the actions that produce it

Guy's Golden Touch

Choose something genuinely good before trying to evangelize it

Objection Isolation Loop

Agree, future-pace, isolate the real concern, then return to the decision

Permission-Based Relationship Marketing

Use real engagement to open human conversations that progress toward a fit call.

The Value Service Interview

Discover value by asking what to add, remove, or improve

Value-Before-Price Close

Secure agreement on value before revealing price and asking for commitment

Value-First Webinar Sales Engine

Teach a focused win, earn trust, and close with timed follow-up

Assistant-Buyer Qualification

Diagnose the customer's use case before recommending the best-fit option

Balls Up Pipeline System

Keep many opportunities moving so one lost deal cannot stop your momentum

Bottoms-Up Sales Driver Tree

Work backward from closed revenue to the daily actions that produce it

Branded Series Sponsorship Package

Escape weak CPM economics by selling an original multi-channel campaign

Congruent YouTube Lead Funnel

Align the video, opt-in, and offer around one customer intent

Engagement-to-DM Lead Loop

Treat content engagement as intent, add value in DMs, then offer a next step

Faster-or-Automated Upsell Rule

Design add-ons that deliver the desired result sooner or with less effort.

Guest-to-Client Soft-Sell Funnel

Let excellent interviews open advisory conversations naturally

Hook-Help-Ask LinkedIn DM Formula

Earn the right to ask by targeting well and helping first

Law of Value

Make the total experience worth more than the price

Motivated Seller Screen

Target owners already predisposed to make a transition

Range and Odd-Number Anchoring

Offer a credible range and use specificity to make the anchor feel real

Rejection-to-Yes Sales Checklist

Diagnose a no, find the decision-maker, and reframe the value

The Micro-Commitment Value Ladder

Move buyers from a small first purchase toward higher-value help

Trust-First Sales Warming

Build familiarity and value before asking a buyer to receive a pitch

Value-First Raise Proposal

Earn a raise by sharing measurable gains with your employer

Wins Plus Peer

Pair a prospect's desired win with borrowed trust to earn attention

Care-First Problem-Solving Sale

Earn trust by finding and respectfully solving the buyer's pain

Close Before You Explain

Move from a simple script to a direct ask instead of extending the pitch

Cue-Based Selling

Wait for evidence of value before asking a prospect to explore an offer

Fool-or-Favorite Qualification

Discover early whether a buyer prefers you or is merely collecting a bid

Four-Factor Home Pricing Method

Price homes using sold comps, live competition, condition, and search brackets

Incremental Price Discovery

Raise high-ticket prices after each sale until buyer resistance reveals fit

Integrity-Led Sales Frame

Lead buyers toward a decision with conviction, authority, and care

Intelligent Prospect Qualification

Filter for authority, need, timing, fit, and a compelling reason to change

Inward Aggression, Outward Empathy

Direct sales intensity at preparation and effort, never at the buyer

Law of Compensation

Combine exceptional value with significant reach

Make-Them-Buy Storytelling

Humanize the buyer's problem so the audience reaches the purchase conclusion

Never Drop a Price Naked

Diagnose intent, label the downside, then anchor price in delivery

Price-Time-Belief Objection Cycle

Rotate surface objections until the buyer's underlying self-belief emerges

Sponsor Test-to-Annual Ladder

Convert monthly sponsor tests into stable annual inventory

Strategic Discount Decision

Use lower prices only to earn lifetime value or demonstrate trusted restraint

Value-Based Pricing Double Test

Price the outcome, double the quote, and let the next buyer test it

Ascending Offer Price

Start accessible, raise prices, and make terms unmistakable

Power Base Pipeline Reset

Reactivate trusted inner-circle relationships when the sales pipeline runs thin

Prepared Territory Sales Plan

Replace anxious wandering with a preplanned daily sales route

Shotgun Pitch Practice

Earn readiness through broad outreach and repeated rejection

Conversational Temperature Check

Use a personalized one-to-ten question to test readiness before proposing a call.

Expectation-Referral Flywheel

Turn one customer into repeated growth by delivering more value than promised

Motivated Seller Archetype

Prioritise owners already predisposed to sell instead of persuading unwilling founders

Outcome-First Selling

Sell the human outcome and treat the product as the delivery device

Price-Scope Tradeoff Rule

Defend a fair price with objective criteria and adjust scope instead

The Favorite or the Fool

You are not there to win the business — you are there to find out in 15 minutes whether you already have it.

The Six-Part Closing Email

A six-step follow-up formula that invites the customer into a story and closes the sale.

Content-First Direct Messaging

Earn a direct-message conversation by engaging before connecting

Hook, Help, Ask

Earn the right to make an offer by attracting and helping first.

Investor-Criteria Pitch Rebuild

Rebuild the pitch around how the target investor evaluates success

Just Say Yes

When a customer asks for something small, just say yes; 99.9% of people never ask for more than you can give.

Outcome-Aligned Deal Structure

Trade guaranteed fees for a defined share of measurable value

Proof-Before-Pitch Launch

Trade a small sample for proof, then use that proof to win paid work

Salesmanship Begins at No

Use rejection as the starting point for persistence and learning

Start With No

Stop hunting for yes. Engineer questions that get a safe, protected no.

Unpaid Excellence Flywheel

Win repeat business by excelling at the details nobody pays for

Competitor Pitch Deconstruction

Learn an unfamiliar sale by studying, adapting, and testing rival pitches

The Ascension Model (Date Before Marriage)

Nobody buys the jet ski at the checkout aisle — sell the first date, then ascend them.

The Value-Price Equation

Every buying decision is two variables — and only one of them is your job.

100 Doors, Not 100 Knocks

Persistence means knocking on a hundred different doors, not one door a hundred times.

DM Automation to Email List

Never say 'link in bio' — use comment-a-keyword DM automation to funnel followers into your email list.

Provide a Menu (Guided Choice)

Give people a limited set of options so they choose instead of poke holes.

Patient Pipeline Rule

Protect sales judgement with enough prospects and an outcome-first focus

Ask for the Sale (Three No's)

Asking for the sale isn't 'check me out' — it's 'would you like to buy this right now?'

Ask, Listen, Connect the Dots, Tell the Story, Nudge

Sales is leadership and leadership is sales — it's the same five moves.

Bottoms-Up Sales

Commit to the daily process, detach from the results, and the numbers take care of themselves.

Guaranteed-ROI Partnership Selling

Sell one channel, guarantee the result across all of them, and become the sponsor everyone chases.

NEPQ (Neuro-Emotional Persuasion Questioning)

Get prospects to persuade themselves instead of you pushing them.

Pattern Disruption

If your outreach looks like everything else in the inbox, it gets ignored like everything else.

Podcast as B2B Lead Gen

Book your ideal client as a guest; every touchpoint of the show is a relationship builder.

Rejection-Then-Retreat

Open with the best option; their no buys you a reciprocal yes.

Shutting Doors

Close every objection door on the front end so the close has nothing left to fight.

The Big Offer (Extreme Anchoring)

Open somewhere absurd, dial back slowly, and land where you wanted while looking like the reasonable one.

The Briefcase Technique

Agree on the numbers six months early, then theatrically prove you hit them.

The Discovery Call Kit

Questions, anecdotes, call to action — and the rep talks less than the customer.

The Hot Potato Technique

Every question they throw at you goes straight back — let them sell themselves.

The Scary Bridge Story

Sell the helicopter that flies people over the pain you had to walk through.

The Seller Financing Pitch

Turn a bank rejection into a win-win deal the seller prefers.

The Uncertainty Tax (Lower the Barrier to Trial)

People don't just dislike uncertainty — they devalue it and freeze.

The What-If-You-Could Pitch Structure

Four sentence starters that build a persuasive elevator pitch on the fly.

Think Past the Sale

Don't argue whether they should buy — make them picture life after they already did.

Selling Psychological Comfort

Nobody wants your product. They want the psychological comfort behind it.

The Full Fee Standard (Charge What You're Worth)

We adjust to the standards we set — set the fee high and you have no choice but to rise to it.

Customer Base Penetration (Unmined Gold)

Mine the hill you're standing on before you go looking for another one.

Flip the Power Dynamic

Make them want you more than you want them.

Free-Taste E-Class Ladder

Give one webinar free, then sell the next six-to-eight — they've tasted being your customer.

The Dream Job Method

Circle 15 companies like a shark and walk in with your resume already forwarded.

The Lip Purse Intercept

Spot the objection on their lips and change their mind before they can say no.

Beta Launch Validation

Sell it before it's finished — customer results beat perfection.

The Free Consulting Trap

The moment you give your value away for free, you are by definition less valuable.

Ask for the Example (Objection Reframe)

When they ask 'how are you different?' they're really saying 'I got burned before' — so find the burn.

Connection Over Pitch (Build a Bridge, Then Swap)

Don't convince people — find the bridge, then trade what you have for what they need.

Decision Influencer Mapping

Your buyer doesn't know who else has to be in the room — tell them on call one.

Neutral Language Selling

Swap assumptive words for 'might, maybe, possible' and sales resistance disappears.

One-to-Few / One-to-Many Campaign Split

Personalise by hand where the fit is perfect; automate everywhere else.

Problem Finding Over Problem Solving

You can only be a problem solver after they buy — first be a problem finder.

Reverse Selling (Sales Is a Dance)

Chase them and they run. Push, then pull back — and let them come to you.

Skip the Gatekeeper

Google the buyer, message them on LinkedIn, let the product speak.

Smooth Segue (Three Stoplights)

Move viewers from passive scrolling to a sales conversation through three permission checkpoints.

Socratic Selling

Ask questions in one direction until the prospect sells themselves.

Soft Close Layering

Take the temperature with contingent closes so the hard close is never a surprise.

Teach the What, Sell the How

Give away the strategy on the webinar; the tactics are what they buy.

The 10x Return Qualification

Only sell to customers you can make an enormous return for, and turn away the rest.

The Doctor Frame

Frame the call like a doctor's visit so your questions feel like a diagnosis, not an interrogation.

Sales2 steps

The Fourth Reason People Don't Buy

They don't believe you, your product, your company — or, Dan's addition, themselves.

The Option Close

Never ask 'so what do you think?' — ask 'morning or afternoon?'

The Pattern Interrupt Re-Engagement Email

Ghosted prospects answer 'where should we go from here?' in hours.

The Referral Question Email

Don't laser-beam the decision maker — ask the org to hand you to them.

The Takeaway Sell

Create desire, then take it away — and watch them start chasing you.

The Three Modes of Communication

Pushing, logical questions, or dialogue — only one gets people to sell themselves.

The Two-Touch Pricing Sequence

Never quote until you understand what they need — discover, then demo, then price.

Transformation-Priced Offers

People happily pay any price when the transformation is distinctive enough to solve their exact problem.

Half-Price Pilot Validation

Charge half, then ask what it was worth — validate price and demand at once.

The Valuable Offer Blueprint

Build an offer around one clear promise, then set the deliverable, price, plan, and guarantee.

Sales Channel Partnership Strategy

Sell once, one-to-many — through someone else's channel.

The Live Launch Method

Sell high-ticket offers by running live experiences that lead buyers to their own yes

Hunters and Farmers

Build a sales team from both closers who kill and relationship-builders who cultivate.

The Wedge Strategy

Sell the one thing they have to solve today, then expand wallet share later.

The 75th Percentile Pricing Rule

Price near the top of your market's span and staff backwards from the outcome you promised