**This no-BS template transforms your sales conversations from boring feature lists into powerful transformation stories that have prospects reaching for their credit cards.
Because at the end of the day, people don't buy what you do, they buy who they'll become.**
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Step 1: Discover Your Client’s Vision
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- "If we were meeting a year from now and you're thrilled with our work together, what's different in your life/business?"
- "What would success actually look like for you—beyond the metrics?"
- "What frustrates you most about your current situation that you're hoping to change?"
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Step 2: Connect Deliverables → Desires
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For each core feature of your offering, complete this table:
| What I Provide |
What It Creates |
Deeper Benefit |
Ultimate Transformation |
| [FEATURE] |
[IMMEDIATE RESULT] |
[SECONDARY BENEFIT] |
[LIFE/BUSINESS CHANGE] |
| Example: Weekly coaching calls |
Ex: Accountability and guidance |
Ex: Faster implementation and fewer costly mistakes |
Ex: Confidence to make bold business moves that accelerate growth |
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Step 3: Transform Your Language Patters
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- "This [feature] isn't just about [surface benefit]. It's designed to help you [deeper transformation]."
- "While most clients initially want [surface need], what they're really seeking is [deeper desire]."
- "The real value isn't in the [deliverable]. It's in the [transformation] it creates for you."
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Step 4: Paint The Before/After Picture
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"Right now, you're [current pain point]. After our work together, you'll be [transformed state]."
People aren't buying your deliverables; they're buying the bridge between their current reality and their desired future.