In this fifth installment of Kayvon Kay's powerful 7-part sales methodology, he tackles the most intimidating moment in any sales conversation: the presentation itself. Kayvon reveals why most salespeople create tension during this crucial phase and how to transform your offer from an awkward pitch into what feels like the natural next step. This episode dismantles conventional wisdom about pricing discussions, with Kayvon making the case for revealing investment amounts before delivering the full solution details. You'll discover: The psychological framework for delivering value that makes your price feel justified Kayvon's proven three-pillar approach for structuring any high-ticket presentation Why true closing happens throughout the call, not just at the end Two conversational closing questions that eliminate pressure and invite commitment How to neutralize objections before they arise by establishing key client qualities Kayvon emphasizes that when done correctly, your presentation should feel like a continuation of the conversation rather than a separate selling phase. His golden rule—"When you say something, it means something. When they say something, it means everything"—demonstrates why getting prospects to verbalize their desire to move forward creates unstoppable momentum. This episode delivers the strategic framework for presentations that don't just inform but transform the buyer's readiness to commit.
Chapter 1: What is the focus of this episode?
Welcome to Pitch Me, the podcast where real salespeople, entrepreneurs, and business owners step into the spotlight to pitch their products or service and get unfiltered, real-time feedback from the $38 million high-ticket sales titan himself, Kayvon Kay. No fluff, no sugarcoating, just brutal honesty, actionable insights, and next-level sales strategies to help you close bigger deals faster.
If you want to pitch like a pro, dominate every sales conversation, take your business to the next level, you're in the right place. This is Pitch Me. Let's get started. Have you ever got to the end of a sales call and suddenly feels like the room changes? Like you just shifted from the human to a salesperson? Yeah, that's the problem.
In this episode of Pitch Me, we're breaking down the most misunderstood part of the sales conversation, the pitch. You're going to learn how to hand over the solution without sounding salesy, why I believe in giving price before the offer, and the exact three-part formula that makes any high-tech presentation feel inevitable. This isn't about pressure, it's about positioning.
And when you get it right, the offer doesn't feel like a pitch, it feels like clarity. Let's dive into the series of
pitch me hey what's going on everybody welcome back to the pitch me podcast this is episode five in our seven part framework series and if you made it this far you already know this isn't your typical sales podcast where we're not about pressure tactics we're not about pitch decks we're about transformation
And today, today is a big one because it's the part most people fear and most prospects dread. The presentation. also known as handing over the solution. But here's a twist. When you do this right, the presentation doesn't feel like a pitch. It doesn't feel like a switch. It doesn't feel like a now it's time to sell moment. When this is done right, your offer feels like the next logical step.
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Chapter 2: How can you transform your sales presentation?
So let's start breaking this down. First, I want to clear up something right now. Closing doesn't happen at the end of the call. It happens the moment the call begins.
It's in the energy that you bring, the energy you bring to the call, the energy you bring to the conversation, the energy you have to your products, the energy you have to the sales process, the energy you are bringing to them, and that will create their energy. The energy you bring to the rapport. The way you dig into their pain. The questions you ask. Why you ask them. When you ask them.
The way you stretch their vision. Every question you ask. Every insight they begin to realize. Those all become micro yeses. What you're doing is you're stacking belief. Belief in you.
belief in your product, belief in your offer, belief that you are the ones who can solve their problems, belief in the fact that you're their saviors, belief in the fact that coming with you is the only logical and emotional decision they need to make. But most importantly, above all, when going deep and doing this properly, it's about belief in themselves.
And that's why by time you present your offer, There should be no gear shifting, no tonality switch, no awkward, okay, so let me tell you what I do moment. It should feel like a continuation of everything you've been talking about and working towards. That's the first clean transition. I call it the flow. Now let's talk about one of the biggest questions I always get cave on.
When should I talk about price before or after the pitch? And I'm going to tell you what I've tested and I've tried both and I've coached teams and I've tried both with them. And my personal take is I like the price before. Now here's what I tell my sales guys and sales teams that I've trained. If you don't believe that, that the price before works, it won't work. Go with what you know.
Go with what you are comfortable with. But what I can tell you through time and through trial and error, price before is always better. Why? Because when you wait till the end of the call, you box yourself in. You build, you build, you build, and now you're in a corner with nowhere to go. And worse, if you drop the price after you just pitch, it creates some tension.
You risk deflation when you do it before. So what does that mean? Hey, Mr. Prospect, here's what you can expect. You're going to get X and Y and Z. We're going to do X, Y, and Z and this and that and blah, blah, blah, blah, all the stuff that they don't actually care about. Because at this point, if you've done the job properly, you shouldn't even have to pitch like that.
But let's say you're doing that and then you got in all this for $10,000. okay, well, what happens? Like you're straight to objections at that point versus when you do it in the beginning, you give them some time. Remember, if you mention price too early, you lose the sale. If you mention price too late, you lose the sale.
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Chapter 3: When should you discuss pricing during a pitch?
Now, for me, what I've seen is to keep it simple because you'll see people go, you'll get X and you'll get X and you'll get X and you'll get X and Y and Y and Y and you'll get Z and Z. And it's just like it's too much. You got to figure out what's the most important as a result, right? The sale starts at the beginning. You got to figure out what's the most important top three things to them.
And then you pitch back that to them. So it's hard. And I tell people like, okay, well, what's the formula to a pitch? I don't know the formula to your pitch because I don't know what you are a offering them and B. I don't know what their problem is, but the formula or let's just say the framework that I use is always remember there's like three major parts. So an example, imagine you're a coach.
you're offering transformation, whatever it is, business, life, all it is. What I would do is I would figure out what are the three key pillars of the product. So an example that I always use with coaches is, okay, I call it the three A's of high ticket selling, right? Is first off,
The product or the service or first off, to join our membership, to join our private community, join this, to become a member of, to be part of this whatever, mastermind, whatever it might be, is only $10,000. Pause. Wait. And here's what you can expect. First, access. You're going to get access to me. You're going to get access to my team. You're going to get access to our tools.
You're going to get access to our community. You're not just going to get modules and calls. You're going to get real access to the support and systems we built over years. And we're not doing this alone. You'll have direct access to me for strategy.
You'll have group calls every single week and a full resource of vaults with scripts, with templates and tools that our actual private clients pay $25,000 for alone. Second, you're going to get accountability. You're going to hold on. We're going to get you to hold on to a standard.
We don't let you fall behind, whether it's hitting the sales targets, while it's content consistency, or even building habits. We track progress and we course correct in real time. You are going to get accountability like you've never had before. Most reason you're probably failing or the reason things are not coming for you, you just don't have accountability. You're alone.
You're no more alone in this group. We're going to be in your corner. We're going to check in weekly. You're going to submit your calls to us. You're going to your wins, your goals, and we'll be there to call you forward, not to call you out. This is a team group environment. We all rise with a tide. And three, which is what most people want, but they don't actually know they need is ascension.
Now, before I begin, do you see how I did three A's? We're going to get you access. We're going to get you accountability. We're going to get you ascension. It doesn't need to be three A's, but in just three parts that are very important for the prospect. So when we talk about ascension, this is the one most people miss. It's not just about solving a surface level problem.
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Chapter 4: What are the three key pillars of a high-ticket presentation?
Chapter 5: How can you create belief in your prospects?
Chapter 6: What is the importance of energy in a sales call?
Go with what you are comfortable with. But what I can tell you through time and through trial and error, price before is always better. Why? Because when you wait till the end of the call, you box yourself in. You build, you build, you build, and now you're in a corner with nowhere to go. And worse, if you drop the price after you just pitch, it creates some tension.
You risk deflation when you do it before. So what does that mean? Hey, Mr. Prospect, here's what you can expect. You're going to get X and Y and Z. We're going to do X, Y, and Z and this and that and blah, blah, blah, blah, all the stuff that they don't actually care about. Because at this point, if you've done the job properly, you shouldn't even have to pitch like that.
But let's say you're doing that and then you got in all this for $10,000. okay, well, what happens? Like you're straight to objections at that point versus when you do it in the beginning, you give them some time. Remember, if you mention price too early, you lose the sale. If you mention price too late, you lose the sale.
So for me, the perfect timing is right before the pitch, right after I gotten the commitment to their commitment. Remember in the episode before this, we talked about commitment, the commitment, not to the product, not to the offer, but the commitment to change. So, Mr. Prospect, how committed are you to actually making this happen?
How committed are you to changing the person you are today, the business that's going today, so that you can become the person you know yourself to be? Let me ask you this. How committed are you to installing a system so your sales teams can do X? How committed are you to installing this new KPI tractor so you can actually start seeing your da-da-da-da? Whatever it might be.
They say, I'm committed. I'm committed. I'm committed to KVON. Okay. As I pre-framed at the beginning of the call, remember, I said, and if this is the right solution, I'll go a little deeper on what we got going on over here. We're at that point. We're going a little deeper on what we got going on over here. So we got that commitment. Yes. Awesome.
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Chapter 7: How to handle objections before they arise?
Now we say, okay, well, first off, the investment is only. Always use the word only. I go, the investment's only $10,000. And here's what you can expect. And then I go, we're going to do this. We're going to do this. We're going to do this. You're going to have access to this. Here's what you're going to do. Here's what you're going to achieve. Most of all, here's what you can expect.
And when you do this, this is what happens. You start giving back now the solutions they need, right? You start getting the autonomy back in your life. You got more freedom in your life. While they're thinking about price and you're now saying the desired outcomes, they're justifying the outcomes to the price you just said.
When you say the outcomes and they don't know the price, it's hard for them to justify it all at the end. So what I'll say is, right? So before I walk you through details, I'm going to tell you, or in some other case, before I would tell you walk you through details, there is an investment and the investment is only whatever, $10,000. And then I use silence. It's going to be $10,000 quiet.
And now what you can expect is, and then I go, so I let them sit in with it. It's boom. What happens is it's clean. It's honest. It's confident. It gives them space to process. It's the number, the number, if the number shocks them, they will actually tell you. If the number makes sense, you've already cleared the air. When you wait to drop the price at the end, they can't even hear the pitch.
Their brain is just waiting to evaluate the cost. So make price early. Then you present the value, not the features and benefits, the value. So once I've done that, we go into what I was saying is now you're going strictly into the pitch. This is where you're pitching your services.
Now, for me, what I've seen is to keep it simple because you'll see people go, you'll get X and you'll get X and you'll get X and you'll get X and Y and Y and Y and you'll get Z and Z. And it's just like it's too much. You got to figure out what's the most important as a result, right? The sale starts at the beginning. You got to figure out what's the most important top three things to them.
And then you pitch back that to them. So it's hard. And I tell people like, okay, well, what's the formula to a pitch? I don't know the formula to your pitch because I don't know what you are a offering them and B. I don't know what their problem is, but the formula or let's just say the framework that I use is always remember there's like three major parts. So an example, imagine you're a coach.
you're offering transformation, whatever it is, business, life, all it is. What I would do is I would figure out what are the three key pillars of the product. So an example that I always use with coaches is, okay, I call it the three A's of high ticket selling, right? Is first off,
The product or the service or first off, to join our membership, to join our private community, join this, to become a member of, to be part of this whatever, mastermind, whatever it might be, is only $10,000. Pause. Wait. And here's what you can expect. First, access. You're going to get access to me. You're going to get access to my team. You're going to get access to our tools.
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Chapter 8: What outcomes should you emphasize during a pitch?
painting the problem, going deep in their pain, asking consequence questions, the most important, getting their commitment, then there shouldn't be any resistance or objections. The only objection, which I understand happens, I'm not one of those trainers that are going to tell you it never happens, you've got to always object, is the price. And sometimes the price is just too much for people.
Doesn't mean you can't be solution-oriented. Doesn't mean you can't do financing. But really, the price is the only thing that should be stopping people if you've gotten to the pitch. If it isn't, it's your tell sign, 100%, without a doubt, you did something wrong, period, period, period, period, period. You did something wrong.
Because the only objection handler, if we're going to go there, that's next week, but let's do a little pre-frame here that you ever have is, Hey, John, what happened? But five minutes ago earlier, you just said to me, you're committed to change. You knew that the current situation wasn't going to work for you. Now, all of a sudden you're having a second thought here. It's the price, isn't it?
Because usually when people say, I need to think about it, oh, I need to talk to my partner, it really comes down to two things. Either they don't see the value, meaning Kayvon, I don't see the value in it, and or it's money. I can't afford it. Which one is it for you? And if you've done your job correctly, they'll always say money.
If they say value, we'll learn how to respond to that in the next episode. But today, if they say things like, yeah, it's the money. Okay, great. That's all right. We can work with that. We have options. We have solutions for that. There's no excuse. It's just a barrier which we can address. But it's not resistance. It's not objections. It's not that they don't want to move forward.
It's sometimes they actually financially can't move forward. So another thing you can do. Depending on the product and who you're speaking to, if I'm speaking to more of a B2C customer, a lower sophisticated customer, maybe the first time in doing a business opportunity, maybe the first time in coaching, maybe it's the first time they've ever kind of invested themselves.
What I will do is I'll tie down and I'll use this and I'll say, okay, well, Mr. Prospect, just so you know, and this is after I've now said, you're going to get extension, you're going to get accountability, you're going to get all the access to the tools. What I've seen with our most successful students is, number one, that they are resourceful. Number two, they're decisive.
And number three, they are coachable. When I say resourceful, meaning they'll do whatever it takes to make things happen, they will be creative. Two, decisive. They know it is vital in their entrepreneurial journey, in their leadership journey, in their journey of life to make effective and fast decisions. Because sitting on the fence, Humpty Dumpty fell on the floor for a reason.
Number three, this is the most important one that I look for that I know the influencer. If you say you're the sales rep or you are the influencer, you would say that I look for if I'm a sales rep that Mr. Jones looks for is the coachability. In fact, it's why we have these calls to see how coachable are you? Are you open to the fact that you're going to have to give up
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