What to Bring to Every Call
1
Notebook — to track language, pressure points, contradictions.
2
90-Second Sheet — print here
3
Printed tier packages — know exactly what you're offering and why.
4
CRM open — lead claimed, notes ready, no scrambling.
5
Discovery page open — this walks you through the numbers live on the call.
6
Mindset — prepared to hold a $30,000 decision, whether the answer is yes or no.
Do not overtalk. Do not pitch early. Do not rescue the client from silence. Let the discovery page do the math while you hold the conversation.
Know this by heart:
"I'm not here to convince you of anything.
I'm here to see if there's a system problem worth solving."
Decision Heuristics
Intuition made transferrable:
If something feels off
→
Name it. Ask about it.
If they resist a question
→
Pause. Don't push through.
If energy drops
→
Stop selling. Start listening.
If they're shopping for a tool
→
This isn't a fit. End gracefully.
Frame AI as:
"Control, reduction of cognitive load, elimination of human bottlenecks"
You'll attract the right ones.
Before starting: slow your breathing. If you feel rushed, you're not ready.