THE ACADEMY / LEARN THE CRAFT
Learn the craft.
Own the call.
From the first thirty seconds to the close. Build the knowledge behind every move, then put it under pressure.
Explore the seven levels ↓THE ANATOMY OF A CONVERSATION
01—02ConnectionEarn attention. Build rapport.03—05DiscoveryFind the problem. Understand it.06—07DecisionMake it relevant. Make the ask.One conversation. Seven stages to master.
01 / YOUR LEARNING PATH
A whole call.
Piece by piece.
Learn a move. Check your understanding. Take it into practice. Open a level below to explore its focus.
01Earn Thirty Seconds
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Make the first exchange worth staying for.
ILLUSTRATIVE DRILL / THE FIRST EXCHANGE
“I’ll keep it brief. How do new enquiries reach you when you’re on a job?”
Keep the opening relevant to the buyer’s day.
02Old-Friend Energy
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Work on the feel of the conversation.
ILLUSTRATIVE DRILL / THE DELIVERY
Say the same opening twice: once as a pitch, then as a calm conversation.
Notice pace, emphasis and whether you leave room for an answer.
03Name the Money
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Connect the conversation to a business problem.
ILLUSTRATIVE DRILL / THE BUSINESS PROBLEM
“When that enquiry goes unanswered, what usually happens next?”
Explore the impact without inventing a cost for the buyer.
04The Right Person
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Find who owns the decision.
ILLUSTRATIVE DRILL / THE DECISION
“Who else is involved in deciding how this gets handled?”
Understand responsibility before assuming authority.
05The Dig
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Go beyond the first answer.
ILLUSTRATIVE DRILL / THE FOLLOW-UP
“Can you walk me through the last time that happened?”
Ask for a concrete example instead of accepting a vague answer.
06Relief, Not Features
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Make the solution relevant to the problem.
ILLUSTRATIVE DRILL / THE RELEVANCE
Explain one benefit using the problem the buyer just described.
Connect the explanation to their words.
07Ask for the Money
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Make a clear ask.
ILLUSTRATIVE DRILL / THE ASK
State a clear next step, then give the buyer room to respond.
Practise the ask without filling the silence.
02 / GO DEEPER WHERE IT COUNTS
Find your
next edge.
Alongside the core ladder, explore eight specialist schools and a searchable skill library.
- Objection College
- Gatekeeper School
- Refusal Discipline
- Tonality & Delivery
- Follow-Up Discipline
- Show-Up School
- The Handoff
- Compliance Training
KNOWLEDGE INTO INSTINCT