Lane 04 — Capability
Your best closer has a process. Nobody wrote it down.
A documented nine-step sales system your reps actually follow. We score real calls against a fixed scorecard, run rep-by-rep reviews, and roleplay the objections your market keeps throwing.
- 9-step system
- Scored call review
- Rep scorecards
- Roleplay
The problem
You cannot coach what you cannot see
Your top rep closes at twice the rate of your newest one, and if you ask either of them why, you will get an answer about personality. It is not personality. It is a sequence — of questions asked in an order, of a price presented a particular way, of an objection handled before it is raised. It exists in one person's head, and it leaves when they do.
- Every rep improvises a different presentation
- Price gets dropped because nobody built value first
- The same three objections kill deals every week, unrehearsed
- Ride-alongs are the only coaching, and they do not scale
How it runs
Step by step, in order.
- 01
Document the system
Nine steps, written down, from the door to the signature. Built on the in-home process that actually sold the work, not a generic sales framework with your logo on it.
- 02
Score real calls
Recorded calls and appointments scored against a fixed scorecard, so a rep's performance is a number against a standard rather than an opinion about their attitude.
- 03
Rep-by-rep review
Each rep sees their own scorecard and the specific moments that cost them. Not a team meeting where everyone nods and nobody changes.
- 04
Roleplay what your market throws
The objections in Fort Myers are not the objections in Phoenix. We drill the ones your market actually uses, until the answer is automatic rather than invented at the kitchen table.
What you get
- A documented nine-step system your team can be held to
- A fixed scorecard, so coaching is objective
- Scored call and appointment reviews
- Rep-by-rep sessions, not group theatre
- Objection roleplay drawn from your market
- Transfer-of-belief and price-conditioning, taught properly
What we need from you
- Call or appointment recordings — you cannot score what was not captured.
- Buy-in from the owner, out loud, in front of the team.
- Reps who will be coached. One who will not poisons the room.
- A weekly slot that does not get moved every time it gets busy.
Commercials
Scoped per engagement
Training is quoted after a scoping call, because a three-rep team and a twenty-rep floor are different jobs. It works best running alongside appointments — a good meeting in front of an uncoached closer is a wasted one, and that is the most expensive way to find out your process needs work.
See the packagesQuestions
Before you ask us on a call.
Is this a one-off workshop?
No. A workshop produces a motivated room on Thursday and nothing on Monday. This is a documented system plus an ongoing scoring and review loop, because behaviour change needs a standard and repetition.
What if our reps push back?
Some will, and the scorecard is what settles it — it moves the conversation from opinion to a number against a written standard. If the owner will not back it publicly, we would rather not start.
Do you train on our products and pricing?
Yes. The system is the sequence; the content is yours. We teach price-conditioning to premium products because that is where margin lives, but the products are the ones you actually sell.
Free 30-minute audit
Show us the bottleneck.
Thirty minutes on your funnel, your system and your numbers. We will tell you what we would run — or why we are not the right fit.