On a scale of one to ten, where one is “I’m not at all interested in working with you,” and ten is, “I want to buy right now,” what number…

Confirm the prospect’s timeline. Ask the prospect to commit to your fee. Discuss how the prospect typically makes a purchase. Show the prospect as many features of your offering as…

Short. Don’t spend more than a few seconds on rapport building. Long enough to get the prospect comfortable discussing goals and challenges with you, but not so long that it…

By researching your prospect By practicing your sales pitch By sending multiple emails to prepare the buyer for the call By preparing a discount ahead of time

Verify their buying authority Provide some kind of help or value to them Determine how good of a fit they are for your offering Monitor their content for four to…

Understanding: You can make sure you don’t miss details that are important in understanding your buyer’s context. Effective communication: You can have a structure for communicating your prospect’s story back…

Sharing content from other sources Offering free consultations Creating your own content Proceeding with your inbound strategy without using content

“That’s a good start, but you should probably plan on creating a few additional steps.” “That’s probably good. 10 is usually the right number of steps to have.” “That’s probably…

Ask questions about their budget and authority to make sure they’re a qualified lead. Skip the connect call and transition immediately into an explore call. Run the connect call as…

goal consequence implication timeline