Cover slide: How I run a sales call
The shape of every call: open 10%, discover 80%, close 10%
Discover: four questions in order
Present it in their words: tie the offer to each pain they named
Close: micro-commitment, two options, say the price, then stop talking
When they push back: acknowledge, ask, reframe, reclose
When it's a not yet: find what's behind the smoke screen
After the call: milestone check-in and accountability
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The Close

No. 03 — Sales + Process

How I sell: let the prospect do the talking, find the gap between where they are and where they want to be, then make the decision easy. One framework, used across university recruitment, high-ticket coaching and gym memberships.

Roles
Recruitment associate · Sales closer · Lead service specialist
Timeline
Jan 2026 – present
Where
Santa Clarita · remote · Dublin, CA
Tools
Phone · video calls · facility tours
The challenge

Three very different sales motions (cold calls to prospective students, high-ticket coaching calls and walk-in gym tours) with the same job: turn interest into a decision. The framework is built on one idea: people hate being sold to but love to buy, so I ask more than I pitch.

How I run a call
  1. I · Open (about 10% of the call)I say who I am, why I’m calling and why now, and get to the point. I skip fake rapport because they know why I’m there.
  2. II · Discover (about 80%)The prospect talks about 80% of the time. I ask where they are now, why it frustrates them, what success looks like and what happens if nothing changes, and I keep their own words to use later.
  3. III · Close (about 10%)I match the offer only to the pains they named and get a small yes before the price. I state the price as an investment, then stay quiet. If there’s pushback, I acknowledge it, ask what’s behind it, reframe it and reclose.
  4. IV · Follow upAfter a yes, I stay in touch and check on their first milestone. After a “not yet,” I send a recap in their own words and follow up on the date we agreed.
Results
  • 60%tour-to-member conversion at Fitness 19
  • 14Kaudience I sold into
  • 1,000+prospective students called
  • 3states in the recruitment funnel
Where I’ve run it

Cold-calling across California, Arizona and Texas; closing high-ticket coaching offers on commission; and converting leads and walk-ins at Fitness 19 while meeting or exceeding monthly targets.

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