The sales conversation

• QuestionWhat is "Prospecting and discovery"?Tap to revealAnswerAsk more than you tell — discovery surfaces the real need, and the right recommendation follows.
• QuestionIn "Prospecting and discovery", explain:Tap to revealAnswerLead with questions, not a pitch — discovery drives the recommendation.
• QuestionIn "Prospecting and discovery", explain:Tap to revealAnswerUse open questions that surface goals, fears, and timelines.
• QuestionIn "Prospecting and discovery", explain:Tap to revealAnswerReflect back what you heard to confirm and build trust.
• QuestionIn "Prospecting and discovery", explain:Tap to revealAnswerDiscovery seeds KYC and the needs analysis — do it with curiosity.
• QuestionWhat is "Presenting and matching the solution"?Tap to revealAnswerTie the recommendation to the client's stated goal, lead with benefits, and state trade-offs honestly up front.
• QuestionIn "Presenting and matching the solution", explain:Tap to revealAnswerRestate the goal, show the fit, name trade-offs, justify over alternatives.
• QuestionIn "Presenting and matching the solution", explain:Tap to revealAnswerLead with client-framed benefits; support with features.
• QuestionIn "Presenting and matching the solution", explain:Tap to revealAnswerFold disclosure into the presentation, not as an afterthought.
• QuestionIn "Presenting and matching the solution", explain:Tap to revealAnswerTailor depth and check understanding as you go.
• QuestionWhat is "Handling objections without pressure"?Tap to revealAnswerTreat objections as questions: acknowledge, find the real concern, address it — and never pressure.
• QuestionIn "Handling objections without pressure", explain:Tap to revealAnswerObjections are information — acknowledge, diagnose, then respond to the real concern.
• QuestionIn "Handling objections without pressure", explain:Tap to revealAnswer'Too expensive' often means 'I don't see the value yet.'
• QuestionIn "Handling objections without pressure", explain:Tap to revealAnswerNever use pressure, false urgency, or fear — they're unethical and can breach conduct rules.
• QuestionIn "Handling objections without pressure", explain:Tap to revealAnswerRespecting a genuine 'no' builds long-term trust.
• QuestionWhat is "Closing and onboarding"?Tap to revealAnswerClose by making 'yes' easy and informed — confirm understanding, never pressure, and follow through on onboarding.
• QuestionIn "Closing and onboarding", explain:Tap to revealAnswerClosing = making it easy for a ready client to say yes, with a clear summary.
• QuestionIn "Closing and onboarding", explain:Tap to revealAnswerConfirm understanding of cost, risk, commitment, and cancellation rights.
• QuestionIn "Closing and onboarding", explain:Tap to revealAnswerNever pressure a hesitant client — coerced 'yes' becomes a complaint or cancellation.
• QuestionIn "Closing and onboarding", explain:Tap to revealAnswerOnboarding cements trust: set expectations and follow through early.

1. 1Run an objection drill

   Apply~20 min

   Take three common objections ('too expensive', 'I need to think about it', 'I already have coverage') and, for each, write the diagnosing question you'd ask and a non-pressuring response.

   Done when: Each objection has a question that uncovers the real concern and a response that informs rather than pressures.

   Re-read the source concept

Why this matters. Reading + quizzing prove recall; applying it in a real situation is the only evidence of transfer. Treat at least one of these as non-negotiable before you move on.