---
id: "framework-7-step-sales"
type: "framework"
source_timestamps: ["00:37:48", "00:38:04"]
tags: ["sales", "b2b-sales"]
related: ["concept-ai-sales-roleplay", "action-day-7-sales-training"]
---
# The 7-Step Sales Framework

## Purpose
The conversational structure used to close B2B agency clients on a Zoom call. This is the framework loaded into [[entity-product-claude]] for the [[concept-ai-sales-roleplay]] system.

## The 7 Steps

### 1. INTRO
- Establish authority and rapport.
- Brief human moment (1–2 min).
- Take control of the call as **"the boss running the meeting."**

### 2. DISCOVERY
- Diagnose the client's current state with **black-and-white numbers**: marketing spend, lead count, show rate, close rate.
- Expose the gap between where they are and where they want to be.

### 3. TRANSITION QUESTION
- Ask: *"Is there anything else we haven't covered that would help me better understand your situation?"*
- Purpose: surface hidden obstacles before pitching.

### 4. AUTHORITY POSITIONING
- Based on what they've shared, state that you have a good understanding.
- Position yourself as **the expert who helps [market] owners just like them**.

### 5. PITCH
Sequence: **Logical Pain → Emotional Pain → AI Solution → Benefits**.
- Weave the client's own words into the pitch.
- End with: *"What questions do you have on that?"*

### 6. OBJECTION HANDLING
- Address concerns directly.
- If they say *"let me think about it"*, **isolate the core issue** — almost always one of: **price, trust, or timing**.

### 7. CLOSE
- Clarify next steps explicitly: *"First we process payment, second we sign the agreement, third we schedule onboarding."*
- Use the word **"investment"**, never **"price"**.

## How To Practice It
[[entity-product-claude]] is loaded with this framework and a buyer persona → roleplay in Drill Mode or transcript review in Review Mode. Full setup: [[action-day-7-sales-training]].

## Source Quote
[[quote-sales-skills]]: sales skill is the ultimate bottleneck.