Kayvon Kay

you offer, but it only works because of the work you did beforehand. People always want the sexiest pitch, but if you don't do the hard work before, The pitch doesn't matter. And then we're going to end off with everyone's favorite is objection handling, but not the way you think. I don't show you how to handle objections. I'm going to show you how we eliminate them before they ever show up.

And we do this properly. Then what you have to understand is you don't get objections. So today, what I want to do is we're going to kick it off with just simply step one. This is all about the frame control and discovery. This is where sales really begins. It's how you lead without being pushy. It's how you get someone to trust you before you ever make an offer. So if you're ready, let's get in.

And we do this properly. Then what you have to understand is you don't get objections. So today, what I want to do is we're going to kick it off with just simply step one. This is all about the frame control and discovery. This is where sales really begins. It's how you lead without being pushy. It's how you get someone to trust you before you ever make an offer. So if you're ready, let's get in.

And we do this properly. Then what you have to understand is you don't get objections. So today, what I want to do is we're going to kick it off with just simply step one. This is all about the frame control and discovery. This is where sales really begins. It's how you lead without being pushy. It's how you get someone to trust you before you ever make an offer. So if you're ready, let's get in.

Let's dive in right away. So every call needs a leader. Either you're leading the energy in the direction or the prospect is. And if the prospect is, you've already in trouble. You've lost already. So the first thing I do in every call before anything else is I'm the one that sets the frame. Not in a pushy way, not by flexing, but by grounding into who I am and what we're really doing here.

Let's dive in right away. So every call needs a leader. Either you're leading the energy in the direction or the prospect is. And if the prospect is, you've already in trouble. You've lost already. So the first thing I do in every call before anything else is I'm the one that sets the frame. Not in a pushy way, not by flexing, but by grounding into who I am and what we're really doing here.

Let's dive in right away. So every call needs a leader. Either you're leading the energy in the direction or the prospect is. And if the prospect is, you've already in trouble. You've lost already. So the first thing I do in every call before anything else is I'm the one that sets the frame. Not in a pushy way, not by flexing, but by grounding into who I am and what we're really doing here.

So it might sound like something like this. Hey, John, this is Kayvon here. I saw you booked a call. Is that correct? Yeah, awesome. Okay, great. Now, John, just before we get into it, I want to let you know what's going to happen. I'm going to ask you a few questions to see if this is even the right fit for us. And if we deem it is, what I'll do is I'll show you what we got going on the inside.

So it might sound like something like this. Hey, John, this is Kayvon here. I saw you booked a call. Is that correct? Yeah, awesome. Okay, great. Now, John, just before we get into it, I want to let you know what's going to happen. I'm going to ask you a few questions to see if this is even the right fit for us. And if we deem it is, what I'll do is I'll show you what we got going on the inside.

So it might sound like something like this. Hey, John, this is Kayvon here. I saw you booked a call. Is that correct? Yeah, awesome. Okay, great. Now, John, just before we get into it, I want to let you know what's going to happen. I'm going to ask you a few questions to see if this is even the right fit for us. And if we deem it is, what I'll do is I'll show you what we got going on the inside.

And then from there, we can see if we want to make that decision. How does that sound? Very simple. Very easy. But what did I do? I set the frame. What did I do there? The one sentence shifts the entire power dynamic. You've set the rules. You're leading the frame and you're disarming them. They're no longer thinking, oh, I'm about to be pitched.

And then from there, we can see if we want to make that decision. How does that sound? Very simple. Very easy. But what did I do? I set the frame. What did I do there? The one sentence shifts the entire power dynamic. You've set the rules. You're leading the frame and you're disarming them. They're no longer thinking, oh, I'm about to be pitched.

And then from there, we can see if we want to make that decision. How does that sound? Very simple. Very easy. But what did I do? I set the frame. What did I do there? The one sentence shifts the entire power dynamic. You've set the rules. You're leading the frame and you're disarming them. They're no longer thinking, oh, I'm about to be pitched.

They're thinking, okay, this is going to be different. That's the goal. Because when they feel safe, they open up. And when they open up, you can actually start selling. So remember this, whoever controls the frame controls the call, but control isn't about dominance. It's about direction. So now that we've set the frame, It's all about going into the heart of sales.

They're thinking, okay, this is going to be different. That's the goal. Because when they feel safe, they open up. And when they open up, you can actually start selling. So remember this, whoever controls the frame controls the call, but control isn't about dominance. It's about direction. So now that we've set the frame, It's all about going into the heart of sales.

They're thinking, okay, this is going to be different. That's the goal. Because when they feel safe, they open up. And when they open up, you can actually start selling. So remember this, whoever controls the frame controls the call, but control isn't about dominance. It's about direction. So now that we've set the frame, It's all about going into the heart of sales.

This is the deep, deep discovery. This is where most sales reps stay at the surface level. They ask few basic questions like, well, what is it you're looking for? Well, what's not working? Well, what do you hope to change? And then they jump right into the pitch. But here's what you need to know. The deeper you go, the bigger the pain, the bigger the pain, the bigger the transformation.

This is the deep, deep discovery. This is where most sales reps stay at the surface level. They ask few basic questions like, well, what is it you're looking for? Well, what's not working? Well, what do you hope to change? And then they jump right into the pitch. But here's what you need to know. The deeper you go, the bigger the pain, the bigger the pain, the bigger the transformation.

This is the deep, deep discovery. This is where most sales reps stay at the surface level. They ask few basic questions like, well, what is it you're looking for? Well, what's not working? Well, what do you hope to change? And then they jump right into the pitch. But here's what you need to know. The deeper you go, the bigger the pain, the bigger the pain, the bigger the transformation.

And the bigger the transformation, the easier the sale becomes. You want them to feel their problem. You want them to make them feel it on the inside. And the way you do that is through what I call is understanding the three levels of pain. So let me walk you through this. These are three level pains that every prospect goes through. Every human goes through.