Sales Pipeline

Sessions
6

The process in detail

01

Training 01 - Client objections

12 steps
  1. 1

    How to Sell By Tyler Bosmeny.

  2. 2

    How to respond to client "objections"

  3. 3

    "I’m doing this manually and it works."

  4. 4

    🧓"The way I do it now works."

  5. 5

    🦾"You don’t have this integration."

  6. 6

    🤷‍♀‍"The product just isn’t there."

  7. 7

    👓 "It’s too expensive."

  8. 8

    🤑 "We don’t have the budget."

  9. 9

    ⏲ "We don’t have time for this now."

  10. 10

    💥💫"It’s too hard to change this and get everyone on board."

  11. 11

    "The competition is better at [🍕]."

  12. 12

    "I’m already using [🕹]."

Read the full text
1. How to Sell By Tyler Bosmeny.
Choose one
  • Option 1
  • Option 2
2. How to respond to client "objections"

Clients object for a variety of reasons, and understanding these underlying factors is crucial to improving how you respond and keep the conversation moving forward. Here’s why clients typically object, and how you can be better at handling these situations:

Why Clients Object:

👉Lack of Understanding or Information: Clients may not fully understand the value of your product or service. They might lack clarity on how it solves their specific problems or provides a return on investment.

👉Fear of Change or Risk: Change can be uncomfortable, especially if they’ve been using a certain process or product for a long time. There’s also a perceived risk in trying something new, as it could disrupt their current workflow or fail to deliver results.

👉Price Concerns: Budget constraints or perceived high cost can trigger objections. Sometimes, clients may think the solution is expensive because they don’t yet see its full value or ROI.

👉Competing Priorities: Clients might have other pressing priorities, and they could feel now is not the right time to make a change, even if your product could help them.

👉Previous Negative Experiences: Past experiences with similar products or services could make clients skeptical, especially if they’ve been burned by a poor implementation or service failure.

👉 Comfort with Current Solutions: If their current solution “works,” even if it’s not perfect, clients might hesitate to change because they’re comfortable with it and fear the unknown.

By truly understanding the reasons behind objections, responding with empathy and value, and keeping the conversation open, you can turn hesitations into opportunities for deeper engagement and ultimately, sales.🔥🔥

🙃Based on your experience with our clients, what is the main objection related to? Choose one.

Choose one or more
  • Lack of Understanding or Information
  • Fear of Change or Risk
  • Price Concerns
  • Competing Priorities
  • Previous Negative Experiences
  • Comfort with Current Solutions
3. "I’m doing this manually and it works."

"I understand that your manual process works for now, but imagine how much more efficient and scalable things could be if you automated it. By freeing up time spent on manual tasks, you can focus on higher-value activities that drive growth. Our solution isn’t just about replacing what works but making your processes even better and saving you time and effort in the long run."

👇Add the ones that work for you here and share your success with the team.

Add notes
4. 🧓"The way I do it now works."

"It’s great that your current system works, but think about how technology can enhance what’s already effective. Our product doesn’t disrupt your proven methods—it complements and improves them by streamlining processes, reducing errors, and giving you insights that manual methods can’t provide. You’ll be able to get even better results without changing what already works for you."

👇Add the ones that work for you here and share your success with the team.

Add notes
5. 🦾"You don’t have this integration."

"I completely understand how crucial integrations are, and we are constantly updating our platform. While this specific integration isn’t available yet, it’s on our roadmap, and we’re committed to delivering the most value to our customers. In the meantime, we can explore workarounds or custom solutions to ensure your needs are met. Let’s discuss your priorities and how we can help."

👇Add the ones that work for you here and share your success with the team.

Add notes
6. 🤷‍♀‍"The product just isn’t there."

"I hear you, and your feedback is invaluable to us. While we may not have everything you need today, our product is evolving quickly based on input from customers like you. In fact, we already have plans to roll out new features that address your concerns. I’d love to work closely with you to ensure our roadmap aligns with your needs so you can start benefiting from what we offer now while we grow together."

👇Add the ones that work for you here and share your success with the team.

Add notes
7. 👓 "It’s too expensive."

"I understand pricing is a concern, and it’s important to make a smart investment. But instead of just thinking about the cost, consider the return on investment. Our product can save you time, reduce errors, and increase efficiency, ultimately leading to cost savings and growth in the long term. Let’s break down the potential ROI together, so you can see how this can actually be a strategic investment rather than an expense."

👇Add the ones that work for you here and share your success with the team.

Add notes
8. 🤑 "We don’t have the budget."

"I totally understand that budget constraints are real. However, I also know that when you invest in the right tools, it can lead to more growth and savings down the line. If the budget is tight now, we can explore flexible pricing options or discuss a phased approach, so you can start seeing benefits without straining your current resources."

👇Add the ones that work for you here and share your success with the team.

Add notes
9. ⏲ "We don’t have time for this now."

"I get that timing can be a challenge, but implementing this now could actually free up time and resources for your team in the near future. By automating tasks and streamlining processes, you’ll have more time to focus on what really matters. If we wait, you may miss out on opportunities to improve efficiency. Let’s talk about how we can make this as easy and time-efficient as possible for you."

👇Add the ones that work for you here and share your success with the team.

Add notes
10. 💥💫"It’s too hard to change this and get everyone on board."

"Change is always tough, but we’re here to make the transition as smooth as possible. We offer training, support, and resources to ensure that your team gets comfortable with the new system quickly. In the long run, the time spent on the initial setup will pay off in greater efficiency and productivity. We’ve helped many teams go through this process, and I’m confident we can make it seamless for you as well."

👇Add the ones that work for you here and share your success with the team.

Add notes
11. "The competition is better at [🍕]."

"It’s great to recognize where the competition may excel, but let’s also look at where we shine. Every solution has its strengths, and ours may align better with your long-term goals in ways the competition can’t. We can dive deeper into how our product specifically meets your needs and offers unique value that could set you apart."

👇Add the ones that work for you here and share your success with the team.

Add notes
12. "I’m already using [🕹]."

"That’s great! It shows you’re committed to finding the right tools. But I’d love to explore how our solution might complement or even enhance what you’re currently using. Often, customers discover that our product offers features or efficiencies that [Y] might not provide. Let’s see if there’s a way we can help you do more with less effort."

👇Add the ones that work for you here and share your success with the team.

Add notes
02

Training 02 - Perception of Value

2 steps
  1. 1

    Concept: The Perception of Value

  2. 2

    How can you use this?

Read the full text
1. Concept: The Perception of Value

How good your product is, and your ability to sell it, is NOT defined solely by the product itself but by the perception of its value. The perception of value is shaped by the proposal you make when selling your product and how that proposal enhances the product’s appeal (the perception). In simple terms, when defining your sales strategy, you need to not only explain the product and set the price but also manage the perceived value of the product.

There are multiple ways in which you can improve how your product or service is perceived. In here you can learn about the type of "offers" you can add to your product or service to improve the perception of your product.

Let's go over those.

👉The Irresistible Offer: This is when you present something that is nearly impossible to refuse. For example, bundling all options into one package for the price of a single item.

👉The Unique Offer: This is when you create additional value that only you can provide, such as offering a one-hour mentoring session with an influencer or expert in the field.

👉The Secure Offer: A proposal that removes any perceived risk for the buyer. For example, "Try the product for just $1 in the first week, and if you’re not satisfied, we’ll refund your dollar." The key here is eliminating any risks that might deter a customer from purchasing.

👉The Experiential Offer: This is about enhancing the experience around your product. Maybe it’s about joining a community or gaining access to high-quality training videos. The focus is on making the experience unique and valuable.

👉The Economic Value Offer: In this case, you highlight the economic benefits, such as time or money saved as a result of purchasing the product. This is a common and effective strategy.

👉The Scarcity Offer: People tend to value something more when it's perceived as scarce. Limiting the availability of your product or service can create urgency and drive people to act quickly.

Example: "Only 10 spots left," or "Limited edition – available only for 24 hours."

👉The Social Proof Offer: Highlighting the popularity of your product by showing that others are using and benefiting from it. This is especially powerful when influencers or recognized names endorse your product. Example: "Join 5,000 satisfied customers," or "Featured on top industry websites."

👉The Loyalty/Reward Offer: Giving customers additional value for sticking with your brand. A reward system or loyalty program can build long-term engagement and make your product seem like a better deal over time. Example: "Earn points with every purchase and redeem them for discounts or exclusive items."

👉The Premium Upsell Offer: Offering a premium version of your product or service with added features or benefits, making customers feel like they're getting exceptional value for just a little more. Example: "Upgrade to premium for just $5 more and unlock exclusive features."

👉The Bundle Offer: Creating product bundles that offer a greater perceived value than purchasing individual items. This can increase sales volume while making customers feel they’re getting more for their money. Example: "Buy two, get one free," or "Complete bundle at 30% off."

👉The Anchor Pricing Offer: Displaying a higher original price next to the discounted price to create the perception of a significant deal, even if the discount is minimal. Example: "Originally $199, now $99."

👉 The Free Add-On Offer: Offering a free bonus or gift with purchase increases the perceived value without necessarily lowering the price of your main product. Example: "Buy one, get a free accessory," or "Free ebook with purchase."

👉The Early Bird Offer: Rewarding early action by offering a special price or bonus to customers who purchase before a set deadline.

Example: "Early bird special – save 30% if you order before [date]."

👉The Customization Offer: Offering customers the ability to customize or personalize their purchase creates a sense of uniqueness and exclusivity. Example: "Customize your own product design," or "Personalize with your name at no extra cost."

👉The Guarantee Offer: Offering extended warranties or satisfaction guarantees can significantly reduce the perceived risk and increase trust in your product. Example: "Lifetime warranty" or "30-day money-back guarantee, no questions asked."

Incorporating one or more of these strategies can dramatically improve how your product is perceived, driving higher engagement and sales.

Choose one
  • Option 1
  • Option 2
2. How can you use this?

Choose the right strategies with your team and add your notes in the grey section, defining which type of offer you will provide to your clients, which clients it applies to, and when it will be offered.

Steps:

•Learn about each type of offer (Read step 1) and open a discussion or evaluation session with your team. You can use a template: The perception of value.
•Discuss which ones apply to you.
•Define the exact offer and brainstorm about a few ideas.
•Define the strategy and the action plan: What? When? How? Who?

Watch this video to learn more.

Define the details, discuss exceptions, create an implementation plan, and share the strategy with the team. Share any comments here.

Add notes
New Board
  • Perception of Value
  • The Irresistible Offer
  • The Unique Offer
  • The Secure Offer
  • The Experiential Offer
  • The Economic Value Offer
  • This is when you present something that is nearly impossible to refuse. For example, bundling all options into one package for the price of a single item.
  • This is when you create additional value that only you can provide, such as offering a one-hour mentoring session with an influencer or expert in the field.
  • A proposal that removes any perceived risk for the buyer. For example, "Try the product for just $1 in the first week, and if you’re not satisfied, we’ll refund your dollar." The key here is eliminating any risks that might deter a customer from purchasing.
  • This is about enhancing the experience around your product. Maybe it’s about joining a community or gaining access to high-quality training videos. The focus is on making the experience unique and valuable.
  • In this case, you highlight the economic benefits, such as time or money saved as a result of purchasing the product. This is a common and effective strategy.
  • DESCRIPTION
  • Define the details
  • DETAILS
03

🚀 Sales – Getting Started

7 steps
  1. 1

    ⚡ Define your Ideal Customer Profile (ICP)

  2. 2

    ⚡ Build your Lead List

  3. 3

    👌 Go over our sales training (or skip if you’ve already completed it). Share tips and insights with the team about what has worked in the past, and suggest effective ways to respond to objections.

  4. 4

    Optimize Your Presence

  5. 5

    Prepare Personalized Outreach

  6. 6

    Book the First Meeting

  7. 7

    Prepare Before the Meeting

Read the full text
1. ⚡ Define your Ideal Customer Profile (ICP)

✅ Build buyer personas: roles, needs, pain points, objections

✅ Make sure your whole team knows what a qualified lead looks like

Add a link here

Write a note
2. ⚡ Build your Lead List

✅ Use your CRM (or the shared Excel file) to create an initial prospect list

✅ Keep it clean — remove duplicates, irrelevant contacts, or “bad fits” early

Add a link to your CRM or Download this excel file and mark this step as "done"

Upload files or add links
3. 👌 Go over our sales training (or skip if you’ve already completed it). Share tips and insights with the team about what has worked in the past, and suggest effective ways to respond to objections.

01 | Client objections 01 Class

02| Perception of value 02 Class

Choose one
  • 👌 Done
  • 👉 Skip (if you’ve already completed it)
4. Optimize Your Presence

✅ Update your LinkedIn/social profiles so they reflect authority and trust

✅ Align your messaging with the value you bring to your ICP

Leave your social media profile ready so everyone can find it and understand who you are.

•Photo: Use a picture that’s close to your face, with good lighting.
•Name: Include your full name and a keyword from your niche.
•Bio: Make sure it clearly answers who you are, what you do, and how you help, and include a strong CTA (e.g., “I help… Start today”).
Choose one
  • ✅ Done
5. Prepare Personalized Outreach

✅ Write tailored messages & value propositions (not generic templates)

✅ Add social proof (logos, case studies, results) to build credibility fast

Choose one
  • ✅ Done
6. Book the First Meeting

✅ As soon as the meeting is set, create the client session in Nova so it guides you during the call and captures notes, decisions, and next steps

✅ Remember the mindset: “win or fail fast” → qualify quickly, and don’t be afraid to disqualify before wasting time

Choose one
  • ✅ Done
7. Prepare Before the Meeting

✅ Review your discovery questions and update the session (BANT or another framework)

✅ Personalize your presentation/demo to the specific prospect

✅ Have a clear goal for the call: e.g., uncover pain points, map decision-makers, or confirm urgency

Choose one
  • ✅ Done
04

🗒 Sales Call Cheat Sheet

5 steps
  1. 1

    Warm-Up Discovery

  2. 2

    🤔 Discovery Questions:

  3. 3

    📐 Architectural Needs & Feasibility Assessment

  4. 4

    🤝 Strategic Closing & Next Phase Commitments

  5. 5

    Follow-up Questions:

Read the full text
1. Warm-Up Discovery
•🏢 Tell us more about your team and organization.
•📢 How did you hear about our [product/service]?
•🎯 What motivated you to reach out to us today?
•⚠️ What specific challenges are you currently facing?
2. 🤔 Discovery Questions:
•Can you tell me more about your current workflow/process?
•What goals or outcomes are you hoping to achieve?
•What has been your experience with [similar products/services] in the past?
3. 📐 Architectural Needs & Feasibility Assessment

Phase & Deliverable Scope:

What project phases do you require our services for (e.g., Feasibility / Concept Design, Schematic Design, Design Development, Permitting & Construction Documents, or Construction Administration)?

Are you looking for full architectural services or specific design consulting?

Budget & Financial Parameters:

What is your overall construction budget versus your anticipated design and engineering fee budget?

Have you factored in contingencies for site work, engineering consultants, or permitting fees?

Timelines & Municipal Milestones:

What is your target move-in or groundbreaking date?

Are there critical municipal, zoning, historic board, or permitting deadlines we need to build around?

Clarification & Alignment Questions:

Have you already engaged a general contractor or structural engineer?

What would make this collaboration an absolute success for you and your team?

4. 🤝 Strategic Closing & Next Phase Commitments

Architectural Closing Strategies & Probing Questions:

Phase-Based Proposal Close:

"Based on your project scope and schedule, would you like us to draft a phased proposal starting with a Site Feasibility and Concept Design package?"

Permitting & Timeline Urgency Close:

"Given the local jurisdiction's typical permitting timeline, initiating the schematic design phase this month will keep you on track for your desired construction start date. Can we prepare the preliminary agreement to lock in our team's capacity?"

Value & Scope Alignment Close:

"Does this design roadmap and phased approach align with your expectations for the project and budget?"

Objection & Risk Probing:

"What reservations or municipal/budget unknowns do you have that we should examine before moving forward with a formal proposal?"

Assumptive Next Step:

"Can we schedule an on-site consultation or initial concept workshop next week to review zoning setbacks and site orientation with your key stakeholders?"

5. Follow-up Questions:
•When would be a good time for us to reconnect and discuss next steps?
•Is there any additional information you need from us?
•How can we best support you as you evaluate our solution?
05

👤 Add Client Name 0

7 steps
  1. 1

    👤 Client & Project Stakeholders: General Info

  2. 2

    👤 Type

  3. 3

    🎨 Design Vision & Aesthetic Preferences

  4. 4

    🏗️ Project Typology

  5. 5

    📐 Architectural Discovery: Site, Scope & Design Vision

  6. 6

    Client evaluation: Team notes.

  7. 7

    🤖 AI Architecture Proposal Draft

Read the full text
1. 👤 Client & Project Stakeholders: General Info

Primary contact details: Name, email, phone, and preferred contact method.

Client type: Select the client category that best describes the lead.

Key decision-makers: Who owns the property, who controls the budget, and who has final sign-off on design and construction?

Additional stakeholders: Are there partners, family members, or municipal/board reviewers who must be consulted?

Write a note
2. 👤 Type
Choose one or more
  • 🏡 Homeowner / Residential Client
  • 🏢 Commercial Developer
  • 🏪 Business Owner / Commercial Tenant
  • 🏛️ Institutional / Municipal Representative
3. 🎨 Design Vision & Aesthetic Preferences

Select all architectural style preferences, inspiration themes, and sustainability or energy goals that align with the client vision.

Choose one or more
  • 🏛️ Traditional
  • 🏙️ Modern
  • 🪨 Minimalist
  • 🏭 Industrial
  • 🌿 Sustainability & Net Zero / Energy Efficient
  • 🖼️ Image & Moodboard Inspiration
4. 🏗️ Project Typology

Select the project typology that best defines the architectural scope.

Choose one or more
  • 🏗️ New Build
  • 🔨 Major Renovation
  • 🛋️ Interior Remodel
  • 🔄 Adaptive Reuse
  • 📐 Addition / Extension
5. 📐 Architectural Discovery: Site, Scope & Design Vision

Architectural Needs & Site Conditions:

•Location & site details: Site address, lot characteristics, zoning considerations, survey or topographical info.
•Spatial requirements & program: Square footage target, key rooms/functions, flow, and special accommodation needs.
Write a note
6. Client evaluation: Team notes.

How do you perceive the client? What are the barriers do you see? What are the next step?

Other observations:

•Communication: How responsive and cooperative is the lead during the sales process? Effective communication and willingness to collaborate are positive signs.
•Previous Interactions: Have you had successful interactions with this lead in the past? Positive history or previous purchases can indicate a higher-quality lead.
•Referrals and Recommendations: Has the lead been referred by a satisfied customer or received positive recommendations from trusted sources? Referrals often signal a higher likelihood of conversion.
Write a note
7. 🤖 AI Architecture Proposal Draft

Act as the lead architectural strategist for the firm. Review all recorded client details, design vision selections, project typology, architectural discovery notes, and team evaluation observations from this session. Based on these inputs, draft the first version of the architectural proposal. Include project understanding, proposed architectural vision and style alignment, preliminary scope of work, key phases, and next steps for client review.

Write a note
06

👤 Add Client Name 1

7 steps
  1. 1

    👤 Client & Project Stakeholders: General Info

  2. 2

    👤 Type

  3. 3

    🎨 Design Vision & Aesthetic Preferences

  4. 4

    🏗️ Project Typology

  5. 5

    📐 Architectural Discovery: Site, Scope & Design Vision

  6. 6

    Client evaluation: Team notes.

  7. 7

    🤖 AI Architecture Proposal Draft

Read the full text
1. 👤 Client & Project Stakeholders: General Info

Primary contact details: Name, email, phone, and preferred contact method.

Client type: Select the client category that best describes the lead.

Key decision-makers: Who owns the property, who controls the budget, and who has final sign-off on design and construction?

Additional stakeholders: Are there partners, family members, or municipal/board reviewers who must be consulted?

Write a note
2. 👤 Type
Choose one or more
  • 🏡 Homeowner / Residential Client
  • 🏢 Commercial Developer
  • 🏪 Business Owner / Commercial Tenant
  • 🏛️ Institutional / Municipal Representative
3. 🎨 Design Vision & Aesthetic Preferences

Select all architectural style preferences, inspiration themes, and sustainability or energy goals that align with the client vision.

Choose one or more
  • 🏛️ Traditional
  • 🏙️ Modern
  • 🪨 Minimalist
  • 🏭 Industrial
  • 🌿 Sustainability & Net Zero / Energy Efficient
  • 🖼️ Image & Moodboard Inspiration
4. 🏗️ Project Typology

Select the project typology that best defines the architectural scope.

Choose one or more
  • 🏗️ New Build
  • 🔨 Major Renovation
  • 🛋️ Interior Remodel
  • 🔄 Adaptive Reuse
  • 📐 Addition / Extension
5. 📐 Architectural Discovery: Site, Scope & Design Vision

Architectural Needs & Site Conditions:

•Location & site details: Site address, lot characteristics, zoning considerations, survey or topographical info.
•Spatial requirements & program: Square footage target, key rooms/functions, flow, and special accommodation needs.
Write a note
6. Client evaluation: Team notes.

How do you perceive the client? What are the barriers do you see? What are the next step?

Other observations:

•Communication: How responsive and cooperative is the lead during the sales process? Effective communication and willingness to collaborate are positive signs.
•Previous Interactions: Have you had successful interactions with this lead in the past? Positive history or previous purchases can indicate a higher-quality lead.
•Referrals and Recommendations: Has the lead been referred by a satisfied customer or received positive recommendations from trusted sources? Referrals often signal a higher likelihood of conversion.
Write a note
7. 🤖 AI Architecture Proposal Draft

Act as the lead architectural strategist for the firm. Review all recorded client details, design vision selections, project typology, architectural discovery notes, and team evaluation observations from this session. Based on these inputs, draft the first version of the architectural proposal. Include project understanding, proposed architectural vision and style alignment, preliminary scope of work, key phases, and next steps for client review.

Write a note