What Top Sales Experts Know About Client Perception That You Don't!

[@SusannEvaGoerg]

Excellent, succinct framework. Also like calling it a Clarity Call - sounds like a value add for the prospect, instead of just a "Discovery Call". Thanks, Matt.

[@Matt_Essam]

Thanks Susan! Appreciate you as always!

[@iamthekaverik]

Thank you for providing the workbook in the description. I took extensive notes, but I believe with the workbook, it'll be much easier to actually practise and apply. ••• My biggest new insight is the one at the end about qualifying on buying power, not budget. ••• … and my recap for other learners is: 0) Treat the Discovery Call as a Clarity finding process 1) Control the Frame / Intention 2) Identify The Gap 3) Test the Timeframe (Urgency) 4) Guide Next Step 💯 Keep Becoming

[@Matt_Essam]

Thanks for the feedback and summary 🙏🏻

[@thefutur]

use it. let us know how it goes.

[@allesgoldwasglanzt9907]

I love these insights Matt. Since working with you I always try to push myself to get the client on a call when presenting my offer and it made such a difference. Also when dropping the price "That would sum up to amount xy." I use the power of - the pause - ... 😌 I learned to love sitting in this little discomfort after seeing the results.

[@Matt_Essam]

Love that Laura. Thanks for sharing. Glad it’s working for you ❤

[@markhardycreative]

These would also be great summarised on a contact page so that you get the right people invested on working with you on the call, and jump straight into things with their answers.

[@Matt_Essam]

Yep or we use Scoreapp. It’s a great tool for qualifying clients

[@CollinRutherford]

Identifying the Gap between where clients are and where they want to be is crucial. It opens up a deeper conversation about their challenges and helps us position our solutions effectively.

[@Matt_Essam]

Absolutely. Couldn’t agree more

[@zeitakulobusta]

@@Matt_Essam also not uncommon for them to not actually clearlyknow.

[@zeitakulobusta]

Always learn something, not just 'do this/that', but how to clarify things and make sure there's a reason for each part of the process being the way it is....rather than '...just seemed right'.

[@danieljoshua7476]

Well thought out framework thank you for sharing

[@GregPreece]

Great video Matt! 👏

[@Matt_Essam]

Thanks dude 👊🏻

[@thefutur]

getting the love.

[@homeandgardendiy6363]

Yes! I found this to be very valuable, actionable information. Thank you, Matt! Could you please put a link to the additional video you mentioned at 11:26 in this video? Again, thanks!

[@Matt_Essam]

Sure no problem will dig it out. It’s also linked on the clarity call framework

[@homeandgardendiy6363]

Oh? Thank you. 🙂 Please don't worry about it then. I'm going to take notes on the video and then get the clarity call framework. Great stuff! And really perfect timing. I'm currently niching WAY down and preparing for launch. Thanks!

[@adityak656]

Thanks for the video.

[@Matt_Essam]

You are welcome. Thanks for the comment

[@PowerPlusNature]

Great advice, very helpful. Thank you.

[@Matt_Essam]

Glad you found it valuable

[@PowerPlusNature]

@@Matt_Essam , everytime you contribute, I get great value from your words.

[@wazinomi9999]

Hi , First timer on your channel. Somwone is recommended your channel on TK. First time I am watching your video.

[@thefutur]

Welcome!!

[@ihabahmed]

Never send a proposal 😂 that's very true 👌🏾 Yes very valuable Matt, thank you. ❤

[@Matt_Essam]

Thanks I’m glad you found it valuable

[@alexandratsymbal757]

Very helpful. Thanks for the value you share. I have a question here. If I am selling a walk through course with guidance, not very expensive one (under usd 100). What would be optimal next step section? Should I talk about course and prices rightaway?

[@Matt_Essam]

If you are selling something under $100 you don’t need to have a call with someone . It’s not a considered purchase. This framework is only really necessary when you are selling at 2k +

[@alexandratsymbal757]

@@Matt_Essam good point. Are there frameworks on your channel, that will work for my case?

[@thedylanrogers]

Great video tutorial! I'm about to try some of your advice in 28 minutes from now. I'll update this comment to report on how it went.

[@skymakai]

Good stuff and I love your attitude. This framework has been around for a long time and I've heard it from several people. But, you don't mention where you learned it. Do you know who originally came up with this framework?

[@Matt_Essam]

This one I created myself but I’m sure there are lots of versions of it

[@eladbari]

12:05 - Aside from the fact not every service privider will get to such depth of information about the client's buying power (it's not relevant to some service providers, or, it's just an enigma to figure out)- I don't understand if you manage to yank out this info (I bet some clients won't share that), it's like you're pricing it as if the project already succeeded and the revenue is promised. Who knows if the project will succeed, and who knows if it will indeed give the company X revenue, so you can't guarantee those results.

[@Matt_Essam]

Yep, I’ve not mentioned a guarantee anywhere. I don’t know your ability to deliver on your promises so that’s where you have got to use your personal judgement. We are very specific about who we work with so I already know the kind of results people want and base the possibility of getting those results on the case studies we already have. Nothing in life is guaranteed though. Just death 😉