Sales Call Framework
1. Build Rapport & Identify the Gap
Start by asking thoughtful questions that get them to open up about their struggles and desires.
Your job here is to listen deeply, show genuine interest, and build the gap between where they are now and where they want to be.
When they describe their own pain and future goals, you’re tapping into self-persuasion, one of the most powerful tools in sales psychology.
Questions to ask:
- “What prompted you to book this call?”
- “Can you tell me a bit more about what you’re struggling with?”
- “What would success look like for you in the next 6–12 months?”
As they talk, take notes, and reflect their language back to them. This builds trust and shows you’re paying attention.
2. Confirm the Pain & Get Buy-In
Once they’ve shared their challenges, summarize what you’ve heard and get them to confirm.
“So just to make sure I’ve got this right — you’re frustrated with [insert pain point], and you’re looking for a way to [insert desired result], right?”
This step:
- Shows you’re listening
- Reinforces consistency bias (they stay committed to what they said)
- Opens the door for your solution
Transition line example:
“From everything you’ve told me, it sounds like what you really need isn’t just a website it’s a complete, done-for-you system that handles your marketing, tech, and lead gen while you focus on running your business.”
3. Introduce “The Big Thing”
Use your core value proposition — the bold promise.
“How to launch your website and marketing in just 7 business days — without wasting months on design, copy, or technical headaches.”
Mini Pitch:
“We’ll build you a fully branded, search-optimized WordPress site, complete with CRM, automations, and sales funnels — in just 7 days. No tech hassle. No content blocks. Just results.”
Back it up with credibility:
- 100s of sites built
- Proven SEO framework
- Enterprise-grade hosting
- Complete marketing automation
- Brands that stand out and convert
Future Pacing (emotional hook):
“Imagine having your marketing running 24/7 while you sleep. No patching together tools or worrying about security. One system, one login — total control.”
4. Handle Objections with Confidence
Don’t dodge objections — reframe them as insider secrets or clarity points that prove why your process works.
“That’s exactly why we created this — to eliminate the overwhelm, save you thousands on software, and give you a clear, supported path forward.”
Overcome objections like:
- “What if I’m not technical?” ➝ “You don’t need to be. We set up everything, train you, and provide ongoing support.”
- “What if I don’t have content?” ➝ “We help generate it with you — and we’ll make sure it reflects your brand.”
- “What if I need more control?” ➝ “You can edit anything. You own it — this isn’t a hostage system.”
5. Ask for Permission to Pitch
Before presenting the offer, ask for permission. It creates psychological buy-in and makes the pitch feel collaborative, not pushy.
“Would it be okay if I walk you through how we do this and show you what’s included?”
Once they say yes, move forward.
6. Present the Offer & Value Stack
Introduce the IGNITE Bundle — your signature offer. Build it up with real, specific value.
Frame it like this:
“Here’s everything you get with the IGNITE Bundle — and why it’s worth over $21,500, but we offer it for just $2,500…”
Deliverables & Value:
| Feature | Value |
| Custom Optimized Website (SEO, branding, speed) | $4,500 |
| Premium Theme + Plugins | $500 |
| CRM + Automation Setup | $1,000 |
| Domain, Hosting, Tech Setup | $1,000 |
| Lead Engagement & Tracking | $2,500 |
| Sales Funnel Integration | $1,500 |
| Personalized Onboarding & Support | $500 |
| CRM, Website & Marketing Training | $10,000 |
| 1 Month Hosting & CRM Free | Included |
| Weekly Group Coaching | Included |
Total Value: $21,500
Your Price: $2,500
All-in-one solution. Zero stress. Built in 7 business days.
7. Close the Sale
“If everything we’ve talked about feels aligned and you’re ready to finally get your marketing off your plate and into a proven system — are you ready to move forward with the IGNITE Bundle?”
Use whichever style fits:
- Soft close: “Does this sound like something you’d like to move forward with?”
- Direct: “Would you like to lock in your build date today?”
Option close: “Would you prefer to get started this week or next?”