In this solo presentation, Matt Ryder walks viewers through a six‑phase sales framework he credits for generating $1 million in personal revenue and scaling to a $40 million‑a‑year business. He explains each phase in detail: (1) start with a curious, casual tone to uncover what the prospect truly wants; (2) probe what the prospect is currently doing to achieve that goal, discarding irrelevant details; (3) identify the problems inherent in the prospect’s current approach, often by auditing their marketing; (4) translate the solution into both tangible outcomes and emotional benefits; (5) highlight the cost of inaction, emphasizing the gap between the prospect’s current state and desired future; and (6) deliver a structured presentation/pitch. Throughout, Ryder provides concrete examples (e.g., selling sales‑training) and mentions a dedicated course on pitches within his community for deeper learning.
Chapters
You will have my exact framework step by step of how to consistently close deals. Phase one is what they want. What's really important here is that your tone is just curious and casual. Like, hey man, point to get this call. It's gonna find out more about you and see if we can help. Like, what prompted you into booking the call today? And that is how you get someone into a nice deep conversation relatively quickly. Phase two: What are they doing to get the thing they want? If what you're asking doesn't change the prescription, then it's not relevant to the current situation. So I'll give you an example. Let's say that I sell sales training. If I go, hey, what are you doing now for a sales process? I actually don't care about that because it's not going to affect my pitch at the end. Phase 3, the problems associated with the way that they're trying to get the thing. The easiest way to get the real problem is to go through and actually audit the marketing of the business that you're working for and figure out what are the problems that have caused people to actually want to know more information about how they can solve their problem. Then we go into what do they get when they solve the problems. You want to get a tangible and an emotional. Tangible is a thing, emotional is the feeling. Phase 5, it's the cost, the price of not getting the problem solved. With what you have in place now, how close are you to really being able to And then you give that emotional outcome. They're going to say, I'm not really that close at all. Why not? What happens if that doesn't change and you kind of keep doing exactly what you've been doing and you don't ever end up being able to blank? Final phase is the presentation. I actually built a whole course specifically on pitches and presentation in my school community if you want to go down there.
