Cheat Sheet: Steady Hands LLC Frameworks

Steady Hands LLC — Sales Cheat Sheet Sales Training Program · Chapters 1–10 · Keep Visible While Dialing

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The Call Spine — Every Call, Every Type

Permission Opener→ CGP Discovery→ TCI Weigh→ BAA Verify→ Honest Math→ LACE Objections→ Close Once

CGP — Challenges · Goals · Plans

Stage 1 · Understand their world

C: "Do you ever struggle with X?"
G: "What goal is your challenge preventing you from achieving?"
P: "How do you plan to overcome your challenge?"

TCI — Timeline · Consequences · Implications

Stage 2 · Weigh honestly — both sides

T: "When do you need to achieve this goal?"
C: "What happens if you don't achieve this goal?"
I: "After you achieve your goal, what will you do next?"

C + I together = Pros & Cons. We think WITH the client. Never fear-sell.

BAA — Budget · Authority · Agenda

Stage 3 · Qualify + pre-handle objections

B: "What do you plan to invest to achieve this goal?"
A: "Who needs to be involved in this decision?"
A: "Where does this sit on your priorities right now?"

Agenda objections = scheduling info, not rejection. Log the window. Honor it exactly.

SPIN — The Questioning Ladder

Discovery tool · powers every DARE step

Situation — facts about their world (few, purposeful)
Problem — difficulties, voiced out loud
Implication — what the problem costs them
Need-payoff — "What would that change for your week?" (their words!)

Listen 60–70%. Every answer shapes the next question.

DARE — The Diagnostic Engine

Structure · diagnose before prescribing

Define — ONE quantifiable goal, from their mouth
Analyze — current state (do the live Google search together)
Report — the Gap = THEIR numbers, conservative, labeled
Establish — solution linked directly to the gap

D+A+R earn the right to E. Never prescribe first.

LACE — The Objection Loop

Objections · in order, every time

Listen completely — no interrupting
Acknowledge — "That's fair." (never "yes, BUT")
Clarify — "Compared to what?" → the REAL objection (1–3 digs)
Execute — value to the real one → "Does that address it?"

One loop at a time. Resolve → check → next.

The Honest Math — VALUE = BENEFIT − COST

Their numbers only · rounded conservatively · IF-framed · labeled as their estimate
All costs visible: $100 one-time + $20–30/mo — the monthly is never buried
Four value types in every case: Financial · Strategic · Operational · Emotional

Objection Map — Hear It → Category → Core Move

"Too expensive" · "What's the catch?" · "$50 today"	Value — clarify the comparison → their Gap math → the price is the price
"Wix is free"	Capacity — "build it yourself, or handled?" → done-for-you
"I have a site" · "Facebook is enough" · "My nephew"	Status Quo — honor it → name the invisible gap (search / 9pm / updates)
"Booked out anyway" · "All word of mouth"	Status Quo — the net UNDER the engine · if truly no pain → honest "not urgent," door open
"Not now" · "Let me think" · "Call me in November"	Agenda — schedule the window, never force. Kept promise = warmest opener
"Ask my spouse" · "Not my decision"	Authority — arm the ally (preview link) / invite them in. Never sell around the circle
"Never heard of you" · "You'll vanish" · "Burned me before"	Trust — verifiable facts ONLY (published prices · preview · real number). Insistence builds doubt
"Stop calling me"	Log do-not-contact. Absolute. No exceptions. "Understood — you won't hear from me again."

Pricing Rules

	Quote exactly: $100 · $20/mo · $30/mo — say "starts at $20/month" generally
	Present the monthly BEFORE they ask · "plans are flexible — move anytime"
	Unsure? Stop, don't guess — contact the team
	Invented discounts · "let me ask my manager" theater · unlisted features · hidden monthly

The Banned List — Any One = Violation

	Fake urgency or scarcity ("only today")
	Fabricated results, testimonials, statistics
	Disparaging competitors — or the nephew
	Wear-down calls after a clear no
	Fear-selling beyond their own stated numbers
	Steamrolling — talking past objections

Challenger — Teach · Tailor · Take Control

Insight selling · Ch 5 advanced layer

Teach: bring an insight they didn't have (the bid-evening moment)
Tailor: matched to their industry and stakeholder
Take Control: guide the sale confidently — never aggressively

Flywheel — Attract → Engage → Deliver → Delight → Amplify

Growth engine · the deal is the starting line

Referral ask: after a WOW moment — once, warmly, zero leverage
Retention = the fuel ($20–30/mo) · Recovery done brilliantly = loudest advocacy
Expansion is CHOSEN by the client — Standard → Backend when THEY feel friction

BANT = legacy reference only. Know it. Sell with BAA.

The Reset Routine — 30 sec After a Bad Call

1	Breathe — one slow cycle
2	Name it — "That stung. It's one call."
3	Extract — one lesson, or release it (weather, not judgment)
4	Reset the voice — smile (it's audible) → dial with call-#1 energy

The Close Rule + Signals

Signals	"How long does it take?" · re-confirming details · math out loud · silence after your value
Closes	Summary (their goal + gap + fit) · Next-Step (default: "get the preview started?") · Direct (strong signals only)
Rule	Ask once. Stop talking. Silence closes; chatter un-closes.

Be Steady Hands LLC. Lead with value. Build with trust. Sustain with excellence.

The whole program in four lines — say it before every session.

Steady Hands LLC Cheat Sheet