Explore

The Solution Stage: Unlocking Identity-Based Transformation

💭 Introduction: Beyond Surface-Level Sales Questions

Core Insight: "The solution stage isn't just about what they want, but the deeper drivers behind those desires."

While average salespeople focus on superficial goals and basic features, transformational sales professionals create profound connections between your solution and the prospect's identity.

🧠 The Psychology of Decision-Making

The Consistency Principle

Fundamental Truth: "One of the strongest factors in decision-making is people's need to stay consistent with who they said they are."

Identity-Based Selling:

If you ask questions that make it fresh in their mind that they believe life is about helping people, they believe time goes by quickly, they believe they want to have a big impact in the world... those people are more likely to sign up for solutions aligned with these self-proclaimed values.

The Strategic Approach:

Ask identity and belief questions early in the call

Get prospects to "lock in" on self-declared values

Later, they'll make decisions consistent with this self-image

🌉 The Bridge Metaphor

Visualization Framework:

Picture this: They're here (problem), big bridge, and then the solution is over there.

Their current location, their desired destination. The bridge is that gap. We are the vehicle to drive them across the bridge.

Implementation Strategy:

Clarify their current situation (problem stage)

Create a compelling future vision (solution stage)

Position your offering as the vehicle that connects these points

💡 Therapeutic-Style Questioning Techniques

The Differentiation Advantage

Just by taking them deeper than anyone else has taken them, you become different. When you're different, they put you in a category of your own—they don't compare you to commodities.

Relationship Alignment Questions:

"Is your wife excited about you spending more time with the kids, or is this

more of a secret surprise we're working on?"

Strategic Value: Plants the seed that their loved ones support this decision

Time Commitment Questions:

"You've told me you've been going through this for three years. How come

we weren't on a call six months ago?"

Strategic Value: They'll explain why NOW is the right time

Value Expansion Questions:

"For you, what would you do when you have all the time in the world? Where would you spend your time?"

Strategic Value: Connects your solution to their deepest values

🗝️ VIP Framework: Values, Identity, Purpose

Values Exploration:

"What matters most to you about this change?"

"If you had to choose between time and money, which would you prioritize?"

Identity Questions:

"What kind of [father/entrepreneur/leader] do you want to be?"

"How do you want to be remembered?"

Purpose Elevation:

"When you say multi-million, is that just for more money or more impact?"

"What bigger difference do you want to make?"

The Two-Level Questioning Strategy:

Initial response: "I want more time."

Deeper question: "What would you do with that time?"

Even deeper: "Has being present for your family always been important to you?"

🧩 The Belief Seeds Technique

Core Concept: Plant small ideas throughout the conversation that grow into self-convinced decisions.

Implementation Examples:

Labeling: "I love it—the men who sign up with me know that if they get results, it helps everyone."

Supportive Framing: "The fact that you have that support from your wife makes this so much easier."

Identity Reinforcement: "You're clearly someone who values impact over just financial gain."

The Conviction Effect:

If you do this correctly, they've convinced themselves that they want this change. Here's what you'll start hearing: 'I already knew I was going to join.' It isn't true, but it feels that way because your questions revealed to them how much they wanted this.

💫 Expert-Level Questioning Strategies

The Layered Question Technique

"They say: 'I want more time.'

You respond: 'I love it. The best part about my job is getting to know people's goals.

For you, what would you do when you have all the time in the world?'

They say: 'Spend it with family.'

You respond: 'How old are your kids?'

They say: 'Ten years old.'

You respond: 'Has being there for them always been important to you, or is this something you've come to realize through experience?'"

The Elegant Transition

Move seamlessly from surface desires to foundational values:

Surface: "More leads"

Level 2: "More money"

Level 3: "Financial security"

Level 4: "Being a good provider"

Level 5: "Fulfilling my purpose"

🌠 The Transformation Principle

Core Truth: "You're not selling a vehicle or an ad agency or a course. You're selling a ticket to their future, to the person they want to be."

When executed properly, prospects don't feel "sold"—they feel understood. The solution has become their idea, their discovery, their choice.

Final Wisdom: The most powerful selling happens when prospects convince themselves. Your role is not to persuade but to guide a journey of self-discovery where they recognize what they truly need.

Want to print your doc?
This is not the way.

Try clicking the ⋯ next to your doc name or using a keyboard shortcut (

CtrlP

) instead.