Thread by @jmoserr

Learning sales is key to scaling your business.

I've used just one sales framework for years to close deals with startups and $1B+ brands.

Steal it here:

The CLASP framework.

(C)larify
(L)abel
(A)ddress
(S)tory
(P)itch

Now I'll show you how to execute each step:

1. Clarify

Goal: clarify why they are on the call with you.

Ask questions like:

- What made you reach out?
- What is your main KPI/goal?
- What's the big problem?
- What are you trying to fix?

These clarifying questions help you identify their core pain point as it relates to YOUR solution.

Your single job on this call is to LISTEN and take notes.

Remember: people buy because of how well they are understood.

2. Label

Now that you've heard their main problem(s), label them with those problems and seek a confirmation statement.

Ask them: “So what I’m hearing is, you’re struggling with X and Y, does that sound correct?”

This should spark an excited response: "Yes, exactly!"

Here you are getting them to acknowledge their problem.

THEY (not you) have to admit they have a pain point and be willing to take action to solve it.

This labeling question shows you're actively listening. Their confirmation reaffirms their burning need for a solution.

3. Address their pain

If they're seeking help, they've likely tried to solve this problem before.

Ask questions like:

- Am I the first person you've talked to about this?
- What have you done to try to fix this?
- Has anything worked?
- How long did you try that for?

Your goal here is twofold:

1. Get them to realize they are struggling with a real problem they can't solve on their own

2. Identify what has failed for them and why

With this information you can now craft your story and a pitch that fits their exact pain points.

4. Story

Stories help you sell without selling.

Utilize past pain points your prospect just stated in the "address" stage to formulate a story.

Tie it back to real customer success you've driven for similar clients or companies, showing a desired end-result:

Example: prospect struggles to get ecom sales

Tell a story about your last purchase. How you spent days Googling content that educated you first. How it built trust in the brand you chose.

Now, you've communicated the value of content marketing without actually selling them.

5. Pitch

Shifting from your story, pitch your offer with this formula:

"Your main goal is X. But the problem is Y. And you've tried Z to fix it. The missing piece is [solution] and we can accomplish it by [time-frame]."

Then, ask: does this sound like what you need?

Final tips:

- Your job is to listen and ask questions.

- Make prospects feel understood.

- Don't force solutions, show them the missing piece of the puzzle (your offer).

- Control tone: the way you say things matters as much as the words you use.

- Follow up often

Was this framework helpful?

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Thank you for the love on this thread! Another sales thread coming next week 🙌

Any other sales topics you want me to cover? Drop a comment! 🙌