Sales Day 1 · 🇺🇸 Skool IRL: Texas

Kevin Gong

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13d (edited) • General discussion

Sales Day 1

Q&A

1) How much is this problem costing you!

A) Time

B) Money

C) Focus

2) Then whats the problem?

1. Market Selection

• Massive Pain: “Is your avatar in massive pain?”

• Purchasing Power: “Can your avatar afford to pay you?”

• Easy to Target: “Do you know exactly where to find your avatar?”

• Growing: “Is your market getting bigger each year?”

2. Avatar Development

Level 1 - Self-Based Avatar:

• Past experience foundation: “What pain, profession, or passion do you want to help people with?”

• Shared character traits: “What 3-5 character traits do you share with people who could afford your services?”

Level 2 - Customer-Based Avatar:

• Survey best customers: “Have you surveyed your top 20% highest LTV customers?”

• Easy to work with: “Were your best customers easy to work with?”

• Find commonalities: “What 3-5 traits do your best customers have in common?”

• Niche down: “Are you the obvious choice for this specific type of person?”

3. Core Offer

• Dream outcome: “Is the result you promise crystal clear?”

• Perceived likelihood: “Do prospects believe you can actually deliver this result?”

• Time delay: “How fast can prospects get their desired outcome?”

• Effort and sacrifice: “How much work does your prospect have to do?”

4. Sales Process

Lead Magnet:

• “What narrow problem does this solve? Does it solve it completely, quickly, easily?”

• “What problem does it reveal?”

Lead Nurture:

• Have availability so your calendar should be booked 3 days out with 15-minute slot increments

• Allow people to book within 1 hour of current time

• Have setters call people within 60 seconds of booking to set the call

• Send them a pre-call VSL explaining proof, promise, plan covering common FAQs

• Send them tons of content in between the call through email and text. Don’t be shy here, this is a mistake that I made - send them a ton of information

CLOSER Framework:

• Clarify: “What made you come in today, what’s your goal, why’d you sign up for [program name] online?”

• Label: “Got it, so you want to lose weight. How much do you weigh now?”

• Overview: “Great so I know where you are, and where you’re trying to go. But what have you tried so far?”

• Sell the vacation: Present your 3 pillars, explain why past attempts failed, position your solution

• Explain away concerns: Handle stalls, decision-making objections, sector-specific concerns

• Reinforce decision: Hand-written invite, owner call within 24 hours, swag

Close Rate:

• “Do you have more calls than you can handle? Is your calendar booked back-to-back?”

• If yes: “What’s your close rate?” (Above 25% = increase prices, Below 25% = improve sales training)

• If no: Focus on lead generation

5. Ascension

• Problems revealed: “What problem does your core offer reveal that you can fix with your Ascension offer?”

• Raise your price by 5x

• 5 Key Moments: 1) Immediately after core purchase 2) Onboarding/right after activation 3) First win/testimonial moment 4) Midpoint/pre-churn window 5) Renewal/term-end

• DWY to DFY Example: Same outcome, just for a better avatar and: faster, easier, zero effort, lower risk. ($5K DWY with 5 hours/week effort → $25K DFY with zero effort for clients with higher capital requirements)

• BAMFAM: “Does every customer interaction end with the next step booked?“

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