In this conversation between Abdoulaye Ba and a sales strategist (Speaker A), they dissect the mechanics of closing high‑ticket offers ($25K and above) in a single call. The core argument is that a one‑call close is only possible when the pre‑call indoctrination is meticulously engineered. Key components include: (1) a tailored intake form completed by the setter during a brief discovery call, (2) a personalized Loom/Tella video that highlights the prospect’s gaps without revealing the detailed “how,” (3) a custom roadmap and financial model built from the intake data, and (4) strategic framing that positions the process as efficient and beneficial to the prospect. They discuss demographic nuances, noting that wealthier prospects dislike lengthy forms and respond better to direct VSL funnels, but still require the same depth of preparation. The conversation emphasizes that a polished, on‑point sales process builds respect and perceived professionalism, contrary to the belief that an overly refined process scares prospects away. Ultimately, the dialogue provides a step‑by‑step blueprint for structuring the pre‑call experience to enable a confident, single‑call close of high‑ticket deals.
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Important as well is they cannot hear the pitch for the first time on that call.
Right?
You don't want to send that intake form to the richer demographic because they will not fill it out. And it doesn't even matter what you're selling. Humans believe that how someone does one thing, that's how they do everything. That's how they do everything. A big mistake that offer owners are making is thinking that if they have a sales process that is very much on point, that will scare off prospects.
Do you believe, right? Or how do you think about closing very high ticket packages? I'm, I'm talking like $25K and upwards through like cold traffic and cold, cold marketing. Yeah. Like, do you think it could be a one call close?
I do believe that it could be a one call close if and only if the pre-call process is truly dialed in. All right. So if there's an indoctrination process, either the way you described it or, or the way that we do it, that's the only way that is possible. Okay. So that means they truly need to have like a full understanding of what the offer actually is. And very important as well is they cannot hear the pitch for the first time on that call. So they must have a great understanding of what the program is, what your services are, what they will get, not necessarily the how part, but what, why, whatever. Okay. That's very important. They need to know who it is. They need to see case studies, testimonials, again, that are in alignment with what they want.
It's always, even if it's a $5K product or a $25K product, it's the same.
It's the same thing.
In your eyes. Okay.
You know, what we actually implement is that they also need to see a personalized Loom or Tella video. Okay. In which you actually show them their holes, their mistakes, what it is that you implement or what your service actually solves.
Yeah. Never the how.
Never the how.
Yeah. Never the how.
But that way, yeah, also show them the numbers.
Yeah.
So you have to show them the roadmap and the financial model as well. That's the only way you can one-call close these people.
One-call close because he already has all of that prior information.
Exactly.
The sellers already, you know, made sure to write them down as well.
What's also very important there is that the seller actually had a call with them. He has to have a call with them for 10 minutes probably to run a proper discovery as well, have a good idea of their numbers, right? What we also implemented, by the way, is that we worked with an intake form, so they had to fill out all their numbers already. And based off of these numbers, we could create a roadmap, we could create a financial model as well.
So the intake map, right? Because I know from experience as well that richer people want to spend less time on stuff, right? That's why direct funnels, right? Like a VSL funnel works really well with like a richer demographic, right? They're getting called up. They don't want to go through that process of, you know, going too much through lead magnets, et cetera.
Exactly.
So that intake form, would you recommend it being filled out by the setter over the phone?
Yes. Or exactly. I would, I would recommend the setter, right? During that 10-minute call.
Yeah.
That he's asking all these questions, filling it out himself so that we actually have the numbers, that the team has the numbers, right? And that the team now can create all these assets tailored to the situation and needs of that prospect. You're right. You don't want to send that intake form to the richer demographic because they will not fill it out. Right. They will just hop on a call and be like, yeah, why not do it on the call?
Yeah, that makes sense. What's your view on framing it before the call for them to go through the process of that indoctrination?
The way we do it with that audience, the richer demographic, and we're selling them the $35K deal or $40K deal or whatever is When the setter has them on the call, he has to frame it always in a way that is in their benefit.
Okay.
So we tell them like, hey, we are not there to waste our time. We also don't want to waste your time.
Right.
So if you hop on that call doing stuff that we could already done beforehand, we're not being efficient. And that's also the way we work with all of our clients. Right. And that's something that they actually want to hear because they want to work with efficient people.
You see, what I've also noticed, and it's actually very funny, right?
Yeah.
The better your sales process, the more they'll actually respect it. Because most of the time you're selling them on like, you know, business growth. And if they see that your sales process is really dialed in, you're calling them as soon as they opt in, you're asking the right questions, you're giving value during the setting call and the indoctrination process as well. They see your face on social media now pop up a lot more.
Yeah.
Go through the content, like they'll think like, wow, these guys are very dialed in. We actually get a lot of compliments.
100%.
Right. Over the phone and people think like, oh, I can't actually spam richer demographics. It's not spamming as long as you're giving value that's benefiting them for the stage that they're in. Exactly. Right. Those 5 interest stages that you talked about.
Exactly. What you said is actually very true, right? Because people respect, especially when you're selling B2B, they respect it when your sales process is dialed in to the point, on point.
On point. Yeah.
Right. Because Most of the times, like you said, their sales process is not on point.
No, no, no.
And it doesn't even matter what you're selling. Humans believe that how someone does one thing, that's how they do everything. That's how they do everything.
Of course.
So if they see that the sales process is on point, they're taking care of me, they're taking the numbers, they don't wanna have a call.
It feels customized.
Exactly. It feels customized and they don't have a call based upon just general activity or general numbers or average numbers. Right? They now feel like, okay, these guys truly want to have a real conversation based upon my needs. And they respect it if and only if you frame it the right way. So I definitely agree with it. And a big mistake that offer owners are making is thinking that if they have a sales process that is very much on point, that will scare off prospects.
Mm-hmm.
That will scare off clients.
Mm-hmm.
You see? And I saw that in the B2B niche, in the roofing niche, for example, because I also have clients in energy, right? And they were scared.
Like B2B, right? B2B clients that are selling to energy.
Yeah, B2B clients that are selling to energy, right? And they were also scared, like, hey, you know, what if our sales process will be too on point? That will scare off these people because they don't really like it or whatever. I'm not saying you don't have to tailor it to your ICP, which you clearly have to do, right? But that doesn't mean your sales process doesn't have to be on point because they still view it as very professional. If it is on point, and then by the law of association, or they will now think about your services, right? Or your products to be on point just as much as your sales process.
