--- title: Sales Course image: https://members.creativeagencysuccess.com/hubfs/Art%20Files/PNA%20Logos%20and%20Portraits/intro-image.png --- - 1 Sales Course Into 3:25 - 1.1 Intro 3:23 - 2 Sales Mindset 36:10 - 2.1 Sales & Mindset Intro 2:22 - 2.2 The System & Journey 15:47 - 2.3 Outcome Based Selling 9:47 - 2.4 Confidence Vs Neediness 8:14 - 3 Conceptual Buy In 39:37 - 3.1 Conceptual Buy In Intro 3:46 - 3.2 Rules & Journey 8:06 - 3.3 Qualification Call Mastery 10:15 - 3.4 Discovery Call 17:30 - 4 The Close 43:40 - 4.1 The Close Intro 2:16 - 4.2 Tie Downs & Price Anchors 19:16 - 4.3 Proposal Presentation 13:58 - 4.4 Objection Management 8:10 ## Sales Course Intro ![Sales Course Cover-play](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Sales%20Course%20Cover-play.jpg?width=2000&name=Sales%20Course%20Cover-play.jpg) ## Sales & Mindset Intro ![Sales Mindset Cover-play](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Sales%20Mindset%20Cover-play.jpg?width=2000&name=Sales%20Mindset%20Cover-play.jpg) ## The System & Journey ![the System and Journey thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/the%20System%20and%20Journey%20thumbnail.jpg?width=2000&name=the%20System%20and%20Journey%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) The System & Journey Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/the%20System%20and%20Journey%20Workbook.pdf?hsLang=en) ## Outcome Based Selling ![Outcomed Based Selling thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Outcomed%20Based%20Selling%20thumbnail.jpg?width=2000&name=Outcomed%20Based%20Selling%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Outcome Based Selling Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Outcomed%20Based%20Selling%20Workbook.pdf?hsLang=en) ## Confidence Vs Neediness ![Confidence Vs Neediness thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Confidence%20Vs%20Neediness%20thumbnail.jpg?width=2000&name=Confidence%20Vs%20Neediness%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Confidence Vs Neediness Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Confidence%20Vs%20Neediness%20Workbook.pdf?hsLang=en) ## Conceptual Buy In Intro ![Conceptual Buy-In-cover-play](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Conceptual%20Buy-In-cover-play.jpg?width=2000&name=Conceptual%20Buy-In-cover-play.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Conceptual Buy In Project Plan Google Sheet Template ](https://docs.google.com/spreadsheets/d/1shVxL4XKCCVhTeRMU7JdDNs0KUHWb6_m869OwVLRp6Q/copy) ## Rules & Journey ![Rules and Journey thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Rules%20and%20Journey%20thumbnail.jpg?width=2000&name=Rules%20and%20Journey%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Rules & Journey Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Rules%20and%20Journey%20Workbook.pdf?hsLang=en) ## Qualification Call Mastery ![Qualification Call-cover](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Qualification%20Call-cover.jpg?width=1650&height=1275&name=Qualification%20Call-cover.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Qualification Call Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Qualification%20Call.pdf?hsLang=en) [![download](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Qualification Call Template Open in Google Docs ](https://docs.google.com/document/d/1895xgQFYsR82krh1Ei3sVCMaYIAT0iTo5cAw2fhqvE4/copy?_gl=1*6iic7d*_gcl_au*MTkyOTQzMTM1Ny4xNzExOTg1NTQ4) ## Discovery Call ![(UPDATED) Discovery Calls - The Conceptual Buy In](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/(UPDATED)%20Discovery%20Calls%20-%20The%20Conceptual%20Buy%20In.jpg?width=2000&name=(UPDATED)%20Discovery%20Calls%20-%20The%20Conceptual%20Buy%20In.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Discovery Call Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Momentum/Worksheets/Discovery%20Calls%20-%20The%20Conceptual%20Buy%20In.pdf?hsLang=en) [![download](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Discovery Call Script Template Download Template ](https://docs.google.com/document/d/1zBbmaq1xwfUmUFEUKbvk3OyXSAebYcwIY6W7yAQSUQo/copy) ## The Close Intro ![The Closer Cover-play](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/The%20Closer%20Cover-play.jpg?width=2000&name=The%20Closer%20Cover-play.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) The Close Project Plan Google Sheet Template ](https://docs.google.com/spreadsheets/d/1y7l-5w66X7AN2Z0Vd9JGaAecfm7Sdr4CgRdqM6C2aAM/copy) ## Tie Downs & Price Anchors ![Tie Downs and Price Anchors thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Tie%20Downs%20and%20Price%20Anchors%20%20thumbnail.jpg?width=2000&name=Tie%20Downs%20and%20Price%20Anchors%20%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Tie Downs & Price Anchors Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Tie%20Downs%20and%20Price%20Anchors%20Workbook.pdf?hsLang=en) ## Proposal Presentation ![Proposal Presentation thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Proposal%20Presentation%20thumbnail.jpg?width=2000&name=Proposal%20Presentation%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Proposal Presentation Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Proposal%20Presentation%20Workbook.pdf?hsLang=en) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Proposal Template Google Doc Proposal Template ](https://docs.google.com/document/d/1y3ZXV3hQFCQkYsx5toP7DbmA_SLQ-LNg19Ps9jYRX5I/copy) ## Objection Management ![Objection Management thumbnail](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Cover%20Images/Objection%20Management%20thumbnail.jpg?width=2000&name=Objection%20Management%20thumbnail.jpg) [![](https://members.creativeagencysuccess.com/hubfs/July%202022/download.svg) Objection Management Workbook PDF Download PDF ](https://members.creativeagencysuccess.com/hubfs/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/Worksheets/Objection%20Management%20Workbook.pdf?hsLang=en) ## Frequently Asked Questions Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Website Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency Web Design Agency Branding & Design Agency Content Agency Digital Agency PR Agency ###### Do I need to follow this full system? ** Explore whether you need to adopt our full system or tailor it to fit your unique needs and business scale, with an invitation to discuss its adaptability for high-value services. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to dig deeper in a sales call ** Enhance your ability to probe deeper in sales conversations, fostering a connection that uncovers the core needs and challenges of your clients.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Ways to ask prospects for permission ** Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Do I need to follow this full system? ** Explore whether you need to adopt our full system or tailor it to fit your unique needs and business scale, with an invitation to discuss its adaptability for high-value services.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is a Discovery Call? ** Uncover the essence of a discovery call, a crucial step in the sales process that helps you understand your prospective client’s needs and challenges.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is a Qualification Call? ** Learn about the qualification call’s role in building relationships and excitement, and its strategic importance in the sales process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Where does a Capabilities or Credentials Deck go? ** Find out where and how to effectively integrate your capabilities presentation or credentials deck within the discovery call, especially tailored for larger clients. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Do I need to follow this full system? ** Explore whether you need to adopt our full system or tailor it to fit your unique needs and business scale, with an invitation to discuss its adaptability for high-value services. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Ways to ask prospects for permission? ** Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is a Discovery Call? ** Uncover the essence of a discovery call, a crucial step in the sales process that helps you understand your prospective client’s needs and challenges. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is a Qualification Call? ** Learn about the qualification call’s role in building relationships and excitement, and its strategic importance in the sales process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Where does a Capabilities or Credentials Deck go? ** Find out where and how to effectively integrate your capabilities presentation or credentials deck within the discovery call, especially tailored for larger clients. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How do I know if I found the hidden problem? ** Learn to identify the hidden problems of your clients by understanding their deepest concerns and emotions, a key to building stronger relationships. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### I am not sure how my outcomes apply to the challenges? ** Explore how to align your services with client challenges effectively, with an encouragement to seek guidance and feedback through community interaction. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### I do not feel comfortable aligning creatives to outcomes ** Address the challenge of linking creative work to tangible outcomes and discuss the importance of measuring impact to enhance value and client satisfaction. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Ways to ask prospects for permission? ** Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What if I am not sure what the challenges are? ** Learn to identify your clients’ challenges through direct engagement or research, particularly useful if you’re entering a new niche.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What if I can not get the decision makers on the call? ** Discover strategies to ensure decision makers are present during crucial sales calls, maximizing relationship building and alignment on project goals.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to dig deeper in sales a call ** Enhance your ability to probe deeper in sales conversations, fostering a connection that uncovers the core needs and challenges of your clients.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to invite prospects to say no? ** Learn the art of empowering prospects to feel comfortable saying no, which can paradoxically increase engagement and positive decision-making.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to stress their decision making power? ** Explore techniques to emphasize the client’s decision-making power during proposals, fostering a sense of ownership and collaboration in the decision process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### I do not feel comfortable aligning creatives to outcomes ** Address the challenge of linking creative work to tangible outcomes and discuss the importance of measuring impact to enhance value and client satisfaction. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Ways to ask prospects for permission ** Discover respectful strategies to ask prospects for permission during sales conversations, enhancing comfort and cooperation in sensitive discussions.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What if I can not get the decision makers on the call? ** Discover strategies to ensure decision makers are present during crucial sales calls, maximizing relationship building and alignment on project goals.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to gain control in the conversation, while not threatening them? ** Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Can I change the script? ** Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Can I change the script? ** Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Getting their why, desires, hidden wants ** Explore effective techniques to uncover the deep-rooted personal motivations of your clients, enhancing your ability to cater to their specific needs and desires. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to challenge mindset ** Learn to tactfully challenge and reshape clients' preconceptions, facilitating a more open and productive dialogue without causing defensiveness. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to gain control in conversation, while not threatening them? ** Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Do I ask all the qualification questions? ** Understand the importance of selecting the most relevant qualification questions to avoid overwhelming clients, fostering a more engaging and focused conversation. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Key takeaway from "about them" ** Gain insights into the importance of allowing clients to share about themselves, creating a personal connection and understanding their market positioning. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Key takeaway in the intro ** Discover how to set a relaxed and advisory tone from the start of your calls, making clients comfortable and open to the conversational flow. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Key takeaway in the why ** Learn to identify the immediate motivations behind a client's decision to seek your services, providing crucial context for your engagement strategy. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Key takeaway in what needs fixing ** Understand the benefits of having both a qualification call and a discovery call to build familiarity, trust, and a thorough understanding of client needs. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Which questions to ask ** Determine the most impactful questions to ask during the qualification phase to ensure you align with the client’s needs and confirm their suitability. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Can I change the script? ** Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Getting to the why, desires, hidden wants ** Explore effective techniques to uncover the deep-rooted personal motivations of your clients, enhancing your ability to cater to their specific needs and desires. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to challenge mindset ** Learn to tactfully challenge and reshape clients' preconceptions, facilitating a more open and productive dialogue without causing defensiveness. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to gain control in conversation, while not threatening them? ** Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Role Play Walk Through of Discovery Session ** This is a video of a skills session with agency owners walking through their discovery call script.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Book a meeting from a meeting! ** Why is it so important to book a meeting from a meeting? You should be doing this with every sales call.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Managing the welcome section ** How to conduct the welcome section of the discovery call.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to review the background section ** Step by step on how to review the background section of the discovery call.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Web Design - Creating Background Questions ** A review of how to think about the background questions for a web design agency.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Content Agency - Creating Background Questions. ** A review of the questions to consider in the background section for a content agency.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Brand & Design - Creating Background Questions. ** A review of the background questions for Branding and Design Agencies.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Digital Agency - Creating Background Questions. ** Review of how to create the background questions for a digital agency.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### SEO & Traffic - Creating Background Questions. ** A Review of what questions to consider for an SEO and traffic agency. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Review of the Objectives Section ** Review of the objectives section of the discovery call script.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Review of the Challenge Section ** A review of the challenge section of the discovery call.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Review of the Impact and Timing Section ** A review of the Impact and Timing section of the discovery call script.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to prep for the discovery call? ** A sales call can feel overwhelming, but the lead-up and confidence is key to making a sale. Here are a couple tips on prepping for a sales call.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is 3rd Party Selling? ** 3rd Party selling is the verbal version of a case study used at strategic points of a sales conversation to increase confidence and reduce the perceived risk. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is the most effective sales method? ** Challenging a prospective client during a sales conversation is the most effective method or tool in a sales persons toolbox.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How can I connect with prospects in a meaningful way? ** A sales conversation is working to build a relationship quickly with a prospect. You need to build rapport with them quickly. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Consultative sell vs selling as a widget ** The goal here is to no longer be selling widgets but to consult with your clients. It is important to change the way that we interact with prospective clients, giving them advice not just selling them the things that they ask for.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### But what if I do not like sales? ** When we hear that someone does not like sales, it is because of how sales makes them feel. Sales should not be a pitch it should be about a mutually beneficial relationship whereby you help them accomplish their goals through what you do well.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Asking questions that feel invasive ** Learn how to handle sensitive questions with confidence to prevent discomfort and maintain professionalism in client interactions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Can I change the script? ** Discover how to personalize the script to better fit your style and context while maintaining the core journey and ethos intended for your client interactions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Getting the their why, desires, hidden wants ** Explore effective techniques to uncover the deep-rooted personal motivations of your clients, enhancing your ability to cater to their specific needs and desires. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to gain control in conversation, while not threatening them? ** Learn strategies to maintain control in conversations without being overbearing, ensuring a welcoming and productive dialogue with prospective clients. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Is the close where we make the sale? ** Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Is the close where we make the sale? ** Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Do I need to use both Tie-Downs and Price Anchors in each call? ** Learn when and how to effectively use tie-downs and price anchors in sales conversations, tailoring the technique to the client's familiarity and the scale of the organization. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to use Price Anchors? ** Explore strategies for introducing price anchors effectively during qualification and proposal stages to guide clients towards seeing the value of your services. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to use Tie-Downs in conversation? ** Understand how to employ tie-downs to guide clients through their objections and lead them to a positive conclusion, enhancing their agreement with your proposed solutions. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### How to think about inclusions and exclusions ** Inclusions and exclusions are often something overlooked by agencies in their proposals leaving them open to confusion and misaligned expectations with the client.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Proposal - Accountability Section ** Review of the accountability section and what should be included.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Timeline Section Review ** Review of the timeline section of the proposal.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Consultative sell vs selling as a widget ** The goal here is to no longer be selling widgets but to consult with your clients. It is important to change the way that we interact with prospective clients, giving them advice not just selling them the things that they ask for.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Can I change the proposal script? ** Scripts can feel rigid sometimes, and you may wonder if you should change things from this script. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Importance of reducing perceived risk and increasing confidence ** Prospective clients will naturally have a block or defense mechanism making them cautious of trusting people. How do you have them understand the risk associated with not moving forward with your agency, and increase their confidence in you? ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Why should I never email a proposal without first presenting it? ** This is the number 1 mistake that agencies make in their sales process, sending a proposal without any context to the thinking or value. Leaving the entire decision on the price, making their sales process a race to the bottom of price.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is the most effective sales method? ** Challenging a prospective client during a sales conversation is the most effective method or tool in a sales persons toolbox. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Why is 3rd Party Selling? ** 3rd Party selling is the verbal version of a case study used at strategic points of a sales conversation to increase confidence and reduce the perceived risk. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Can I include an agreement with the proposal? ** Learn the benefits of including an agreement with your proposal, a strategy that can significantly shorten the sales cycle and facilitate a smoother client commitment. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Does this proposal include enough information? ** Consider the balance of information in your proposals to avoid overwhelming clients, focusing on providing just enough detail to support informed decision-making without causing decision paralysis. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Is the close where we make the sale? ** Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### I get a lot of questions during a sales call ** If you are getting a lot of questions during your sales calls, you are leaving your agency vulnerable to objection. Managing these questions and objections is key to closing a sale.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Importance of reducing perceived risk and increasing confidence ** Prospective clients will naturally have a block or defense mechanism making them cautious of trusting people. How do you have them understand the risk associated with not moving forward with your agency and increase their confidence in you? ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What if I have other objections not covered? ** If you have objections that we did not cover in the training, here is what we suggest.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is 3rd Party Selling? ** 3rd Party selling is the verbal version of a case study used at strategic points of a sales conversation to increase confidence and reduce the perceived risk. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### What is the most effective sales method? ** Challenging a prospective client during a sales conversation is the most effective method or tool in a sales persons toolbox.  ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ###### Is the close where we make the sale? ** Discover the distinction between closing and selling, focusing on the transition from an emotional to a rational buying decision in the sales process. ![Video With Play Button](https://members.creativeagencysuccess.com/hs-fs/hubfs/Art%20Files/Membership%20Site/Art%20Files/Video%20With%20Play%20Button.png?width=1371&height=767&name=Video%20With%20Play%20Button.png) ```json { "@context" : "https://schema.org", "@type" : "VideoObject", "caption" : { "@type" : "MediaObject", "contentUrl" : "https://members.creativeagencysuccess.com/media-transcripts/165677997206/en.vtt", "inLanguage" : "en", "name" : "en Captions" }, "contentUrl" : "https://8240502.fs1.hubspotusercontent-na1.net/hubfs/8240502/Art%20Files/Membership%20Site/Training%20Videos/Course%20Files/Sales%20Course/01%20-%20Sales%20Mindset/01%20-%20Sales%20Mindset%20-%20Intro.mp4", "dateModified" : "2025-10-02T22:02:36.725Z", "duration" : "PT2M21.01S", "height" : 1080, "name" : "01 - 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