Steal my sales process to 2x your sales, a live roleplay breakdown

Yesterday I collected $36,000. The most I've ever collected in one shot. People ask me how I keep stacking numbers like that while coaching full time. It comes down to one thing. A process. Not a script. A process.

I want to break down a one on one coaching call I did where I walked a client through my exact sales process, then watched him run it himself on a reverse roleplay. He sells a real estate investing offer. I've sold something similar years back. Doesn't matter. The process works on anything because at the end of the day you're not selling a product. You're selling change.

Why the offer doesn't matter

I get asked all the time how I can hop on a roleplay for an offer I've never touched and start closing immediately. It's not because I'm special. It's because I understand how to get people to commit to change first. Once someone actually commits to changing, the presentation and the close get a hundred times simpler.

Most closers skip this. They hear "I want to make more money" and they run straight to pitching. I don't. I stop and ask why. Every single time.

The mistake that kills most pain awareness

In the first roleplay on this call, my client was handling an HVAC guy looking to get into real estate. The guy said he wanted "more money" and "more time leverage." My client took that at face value and moved forward.

Here's what I told him after:

"You skipped a little bit when it came to connection. You heard more money then you just moved on."

That's the mistake. You hear a surface answer and you run with it. But the real pain is always underneath. With this HVAC guy, it wasn't really about money. It was about being tied to one location, never able to travel, stuck living in a small town he always wanted to leave. Money was just the vehicle he thought would get him out.

If you don't dig past the first answer, you're building your whole presentation on the wrong problem.

Stop assuming you know their pain

The biggest fix I gave him was simple. Stop boxing people in.

"I'm Not Gonna assume that this person is another person or they have the same type of problem. I'm not going to assume that this person because they're making 7,000 per month that they're comfortable with making that type of money."

Maybe someone making $7k a month has deep anxiety about it. Maybe someone making $100k does too. You don't know until you ask and actually listen to where the conversation takes you. No expectations going in.

This is why I always say it comes down to being genuinely curious. Not running a checklist. Not "tangible, problem, goal" in your head like a robot. Actually caring where this specific person's pain lives.

The 66 grand math move

One thing I do on every call like this is make the cost of inaction real with numbers. With the HVAC guy, we worked out that he'd been "looking into making more money" for three years but never acted. I had him pull out a calculator.

Three months to get his first deal if he had the right skills, times the months he wasted over three years, times his monthly living need of $2,000. That came out to $66,000 left on the table.

"So by you not going out there and getting the right skills, you essentially missed out on 66 grand."

That number hits different than any script line ever could. It's his own math. His own timeline. His own number. When I asked what he could use $66k for, he said a down payment on a house. That's when it got real for him, not when I told him it should.

Consequence has to be specific, not generic

The second roleplay, where my client played the closer against me as the lineman prospect, is where this really clicked. I played a guy who's been a lineman 12 years, body breaking down, working 80 hour weeks, scared to leave the trade because his whole family has always been anti investing.

My client almost lost me. I was giving him soft, vague answers. "I just didn't know where to start." That's a lie we tell ourselves and he almost let me get away with it. Then he asked what it would feel like if nothing changed and I had to tell my kid about it one day. That's what got me.

I told him afterward:

"What are your legitimate consequences... for me it's kind of the same thing, it's like being average, just staying in that crappy lifestyle of just normal."

Generic consequence questions get generic answers. You need to find the version of the question that forces them to picture an actual moment. A kid. A conversation. A mirror. That's what breaks people open, not "how would that make you feel."

Good to great only happens with the why

My client had the structure down. He asked the right questions in the right order. That gets you to good. It gets you to a level where you'll never have to worry about money again. But good to great only happens when you understand the why behind every question you ask, not just the words.

"It comes down to understanding the why behind everything, dialing in the tone, and really being able to connect with people on a different level."

That's the gap between a closer doing $7k to $25k months and one doing $9M+ in sales over a career. Not more scripts. More understanding of why the question exists in the first place.

The bottom line

Stop taking the first answer at face value. Dig until you find the real pain, not the one they lead with. Use their own numbers to make the cost of waiting impossible to ignore. Ask for consequence in a way that forces a real picture, not a feeling word. And find your own true story of what you're running from, because borrowed consequences never land the same as real ones. Run this process enough times and objections barely show up anymore. That's not luck. That's a process doing its job.