Rahaf (00:44)
Welcome back to the Really Rahaf podcast. In this episode, I'm going to take you through my RADIANCE Sales Call Framework. This is the framework to close you more deals in high ticket sales through a one call close, two call close. This is the framework that I am writing and researching about in my PhD program for my dissertation. This is the framework that has closed me multi six figures of deals by following this tried and true process. So
I'm so excited to dive deep in this with you today. And I will say to full transparency, this is me re-recording this episode. So I wanted to be able to give you the most updated updates we have to So I wanted to come back in here and to show you what our ladies are using in revenue room and what I'm using on my sales calls too. So first things first,
What makes radiance so special is it's not a script. It's not focusing on asking questions. Otherwise you're cooking the prospect. You're unable to lean into your intuition. You're unable to focus on who's in front of you, what their body language looks like, because words are only 7%. So if we're focusing on the word tracks, focusing on the scripts and the questions, it's not going to land. We're going to have all sorts of upstream issue. So let's break it down phase by phase.
The first phase of radiance is resonate. This is at the top of the call. At the top of the call, the main goal that we wanna achieve here is set the frame, build the trust and lower their guard. And we wanna hit three checkpoints here. So we're not focusing on the questions, we're not focusing on the scripts. What we are focusing on is did I collect these checkpoints? Because you can always ask a mirror question, which is asking a question another way to collect someone's
Checkpoint I'll give you a tangible example. So at the top of the call in resonate we have three checkpoints We need to collect desired outcome tangible problem and reality if we get kind of a tangible problem We can't go on to the next question We need a solid checkpoint there or else we're gonna blame the call on not closing because of a money objection when really all these upstream issues are Piling up because we think we've gotten a checkpoint and we didn't
I'll give you a super tangible example.
So if I want to collect the tangible problem, I can ask you a question like, okay, what do you feel like is your biggest challenge when it comes to breaking into high ticket sales? And you say everything. I can't take everything as an answer because I can't build a call on everything. So I need to ask a mirror question, something like, okay, well, if you had to look at the past seven days, what is it that roadblock that you feel like you keep coming across? Bam.
I chunked it down, I asked the question a different way, and now I'm going to get a more specific answer that I can actually sink my teeth into and build later into the call. Once we have those three checkpoints, then we go into audit, which is our second phase of radiance. A, this is where we help them make the connection that the process they're using is the reason why they're getting the results they're getting. So we honestly, as the closer could care less what they say here, this is for them.
So we want to collect two checkpoints here, the process they're using and how long they've been using it that way. Then from there, we can build on that. This is where we go into diagnose our third phase of radiance. So in here, the goal of this is to really go layers deep into their problem. We want to figure out what it is that they are deeply struggling with so that we can probe and we can really get a deeper understanding of like their timeline with the problem.
because that once again, it's gonna build for a more powerful call. The purpose of this phase is to raise awareness and to raise urgency. Now, if you're doing a two call close, the first call is gonna be RAD. R we just went through, A we just went through and D, because one of the reasons that we have a strategy call is to build that trust with the prospect, qualify them to see if they're even a fit to go to a sales call.
and to raise awareness and to raise urgency. Two call close is perfect for outbound. Now in here, we want to collect a few checkpoints as well. One, what is the problem? And we want to get a deeper understanding of the problem. That means probing, seeing how long, what is the cause of the problem and what happens if they don't fix it. So once we get those three outcomes, we've raised awareness, we've raised urgency, we've used sales techniques.
like intentional vulnerability, so that they can build that trust and have a reason to share back with us. Then we get to kind of gauge it. Okay, how high is their awareness now? Do we need to ask another doubt question? How high is their urgency now? And we want to be careful here because this is why women are so good at sales is because our intuition is so powerful. And when you start to understand the skillset of sales, you have the ability to discern
if you went deep enough and if you're cooking the prospect. Because if you ask too many doubt questions to raise awareness, you could push them out of the buying pocket. And if you don't ask enough questions to raise the awareness or to empower them and help them become who they need to be, then once again, we want to find that sweet spot so they have the urgency around their situation.
They're experiencing the present tension of why they need to do something right now. Because as humans, we don't really make decisions from desire. We just don't. When something is kind of nice, financial freedom, this, sure, yeah, I wanna get into high ticket sales, okay, that's kind of nice. But we need that fire, we need that I'm done moment, we need that pain of why we wanna get into it. because I'm working at Domino's and I'm grinding for tips.
because I have three master's degrees and I am trying to apply for jobs and all I can get is a restaurant job and I can't get enough money with my degrees. Those are real problems I've sat on sales calls with with real women. That is enough fire to get someone out of their situation and into the desired outcome. So this is why this phase is super important because we need to take this time to raise urgency. We need to take this time to raise awareness. And then from there, we go into the deepest section.
Illuminate I so this is where we pre handle any objections they have Right here so that we can minimize any objections we get at the end of the call Now this doesn't mean oh, we're probably gonna get zero objections at the end of the call if we do super good here You might like there's a very good chance you might that happens to me a lot that if you spend enough time in this section and energy and intention and reframe the limiting beliefs right here
then you are just set up for success the more that you get into the call. It's honestly such an incredible feeling. So here's how we do this. So in Illuminate, we ask a magical question to understand what they've invested in the past as far as training and coaching goes. From here, the answer that they give you, if they say nothing and you ask them like, what slowed you down? Like what got in the way?
That answer right there of what got in the way is going to be the smoke screen of the objection you're going to get at the end of the call. So this is why we need to go layers deep. Because if someone says, money is what slowed them down, like what slowed you down? money. Okay. First of all, that's a smoke screen, just like time. We need to reframe that objection right then and there with an analogy, binary personas, whatever it is, personal story, and then frame it around resourcefulness.
Because at the end of the day, if we look at resources as resources, we're stuck in the blue pill mindset. So we need to get the prospect to see beyond the external, beyond the resources and help them see this through the lens of resourcefulness. And then we ask them like, what prevented you from becoming resourceful? ⁓ I felt like I could do it on my own. Bam. That's the genuine objection. Now we reframe the DIY objection and then we take it through. We reframe it. We go through the objection handling framework.
And then when we see that they took off their blue pill goggles and they put on red pill ones, then we can consequence it, then we can get commitment. Now, if someone has not invested in the past, like we just said in this example, you're getting them over limiting beliefs they have around themselves. If someone has invested in the past and they've had a great experience, this best case scenario, you're probably not gonna...
have any limiting beliefs to get them over themselves because they've already invested in program before. And you're probably gonna set yourself up for success because they understand like they're in a buying state, they know how sales calls work, they're on the call because they know they're gonna buy. Now if someone has invested and they didn't have a good experience, then you're gonna be reframing objections here that are gonna be around the program that they were in. So either way, I want your mind to like ping. If you hear.
Triggers like, oh, you know, I've been shopping around. nip that in the butt right there, or you're get a shopping around objection at the end. But once again, that's a smoke screen. What's underneath it? That's a genuine objection. And it's gonna be fear, or it's gonna be delay, or waiting, or kicking the can down the road, and some sort of genuine objection. We're going to pull that out. This is why I love the Radiance framework, because we use NLP, Neuro-Linguistic Programming, to reframe and to let the answers come from them.
We're not telling them anything because think about it this way, when you are told what to do, what happens? The wall shoots right up. Immediate resistance, forget the sales call. In general, if someone is telling you what to do, especially if you value freedom, you're not going to be receptive to anything they're going to have to say. So to diffuse sales resistance and to even just understand how humans behave, we just constantly want to know the right questions to ask to
get them to arrive at the point in their mind where they see the limiting belief. So in Illuminate, that's what's happening. You're holding the mirror. The first checkpoint we want here is we want to know what the person has done to solve the problem that they have. And when they say the answer of what slowed them down, if they said nothing or et cetera, the second checkpoint is we want to uncover what the objection will be at the end of the call, especially if they said nothing. That's going to be the pre-handled objection. And then we're also going to see the genuine objection as well.
Now after that, and we're reframing, we go through the objection handling framework. We ask for permission to reframe. We normalize it. We isolate it. We reframe it with an analogy. We get their buy-in. We consequence it and we get commitment. Once we got that commitment, then we can go on to A, align This is where we ask them what they need from a program, the one that you're selling, so that they can get the desired outcome. You want to get the whats?
you want to get the hows. This is what we call a buying value. A what without a how, a how without a what are useless. You want to know what they need and how they like to be trained. So what do you feel like you would really need and what are you specifically looking for and how you like to learn? And what you're going to do is you're actually going to take the answers they give you here and put it in your pitch at the end so that when you position your program, it's going to feel like a white glove fit. And then after align ,
After you get your three what's and your three how's, those are your two checkpoints, we're gonna go into N, nova. This is where we nova them right up like a shooting star. Magic wand, high, high energy. We gotta build a gap here. The bigger the gap, the more present tension we can create in our next phase. So we wanna collect a few outcomes here. The first one is our overall goal.
The second one is the tangible lifestyle outcome. The third one is the emotional outcome, and then the emotional gap. Once we have all those checkpoints and they are on top of the world, then we're gonna go into contrast. This is our next phase. This is where we basically show the tangible gap, checkpoint number one. And then the next checkpoint is the cost of inaction.
So we take them up, up, up to bring them below baseline because a person at baseline is not in enough present tension to make a decision to change. So we need to give them context by taking them higher and taking them lower. And from there, someone wants to change. Someone has had enough. They see the perspective. They zoom out a little bit. They're out of autopilot. They're done living by the motions.
So Nova and Contrast work very, very well back to back to build them up and then to bring down below the baseline. And then from there, you extend the invitation, the pitch. So we wanna use all three buying values from align to construct the pillars of the offer that you're selling. And you could do this by sharing your screen. It's nice to have it very visual, especially if they gave you
a buying value in align that they are a visual person, well share your screen. Show them what it's like inside the program. If you got a fear objection in the pre-handling, show them the wins and testimonials. Like really sit with the person in front of you and think about what they need and position your pitch to check those boxes for them. So this is why we want to focus on checkpoints and not
questions because if we're so focused on the questions these are things that we would miss. We're just focused on next question, next question, next question. When really when you focus on the checkpoints you can flow and not only that but this is how you can get your sales calls to be shorter so they're not two hours long. You know that I got this checkpoint I can move on to the next one I can move on I can move on but you don't really have that barometer with a script and it doesn't really feel good.
We want to move away from like the masculine rigidity scripts and into something that supports feminine sales, which is being able to communicate to go those layers deep. Because if you think about it too, the coaching industry, the majority of the clientele are women and you are a woman. So being able to use a framework that meets them where they are and creates that safe space to go those layers deep, then you are positioned as the leader. Because at the end of the day,
You first of all, you do your pitch and then that's it. That's radiance. And then after that, it's any objections you need to handle.
a moment to talk a little bit about authority and frame. They are looking to you as the leader. When you are pitching the price, we're not going into a payment plan. You're not filling in the silence. You're not projecting your own money stories into the call. None of that is happening.
I want you to master being able to shift out of your stories and to be with who's in front of you and let them be the hero of their story. If we're trying to assume that they can't pay because they're not talking or anything like that, there's any assumptions, then you're not with who's in front of you. So part of being a high ticket closer is to check your shit at the door.
As soon as you turn on zoom and you are with who's in front of you, you are an open vessel with your skill set of sales to give them what they need. And I want you to really detect that feeling in your body because when you can feel that feeling, this is how you get to enhance your skill set and you just become a magnet. You're just detached. And when a prospect feels how detached you are and how much they want to qualify to be selected, it's like,
applying to Harvard. And I want you to have that Harvard energy of knowing the transformation of the offer, whether you're an offer owner, whether you're a closer, whether you're the setter, it doesn't matter. It's holding the energy of knowing the value and detaching from the outcome completely. And when the prospect feels that energy, which they will, then they are more likely to close. So it is in our body language. It is in the way that we're holding the frame. It is in the way that we're not letting them ramble.
It is in the way that we are able to guide them through the checkpoints without cooking them. All of that positions you as the leader. So when you run through the sales call, remember the leadership aspect. And if you want deeper support with navigating a sales call and using this radiance framework and looking at the flow chart that I'm looking at right now that you would have access to, so you don't have to wing it anymore. This is what we do inside Revenue Room.
This is how these girls are making thousands and thousands and thousands of dollars. One of my clients, Andrea, she just closed her last six sales calls because she has got this framework down. And when you are confident in something that works, that we've tested, that we know to be true, then all you get to focus on is constantly getting better. There's less variables to worry about. So...
It is time for you to feel that confidence in the way that you lead your calls because honestly, the spaghetti at the wall method, the script method, all that stuff, I know you've tried it and let's be real, it just does not vibe with you. So I'm gonna drop a link in the show notes. You know the drill. Feel free to send me a DM on Instagram @ radiantrahaf and let's see if revenue room is even an aligned fit for you. You know I'm gonna tell ya, I'm gonna be honest with ya.
I'm gonna qualify you because the girls in here, they are all winning because they're committed. So mock calls with this radiance framework, you can only imagine what consistent mock calls will do with your confidence. With me guiding you saying, okay, pause, why'd you ask this? Let's do this, let's do this. you're gonna be a freaking machine, babe. You're gonna be making 10K days, 30K months. You're gonna be unstoppable. So this is what we're doing inside.
and I'll drop the link in the show notes. And I'm just, so excited for you. I'm so excited for you to just finally have a framework that meets you where you are, that actually makes people feel good and closes you significantly more deals and raises your close rate more than you could have predicted. I love you. I'll see you next week.
