Closer Core 60 - Consultative Sales Call Flashcards

A set of exactly 60 sales call phrasing flashcards divided across consultative stages: Opening, Current Situation, Deeper Discovery, Consequences, Urgency, Desired Outcome, Qualification, Transition, Presentation, Objection Handling, and Closing.

01 OPENING | Situation: You have just joined the Zoom call. Open warmly without wasting time. | Your task: Say the best next line in English.

Core phrase: Thanks for taking the time. How's your day going? Natural alternative: Good to meet you. How are things on your end? RU: , Ä . Å Ç ?

02 OPENING | Situation: Set a clear, consultative agenda for the call. | Your task: Say the best next line in English.

Core phrase: Here's what I'd like to do: understand where you are, what you're trying to solve, and then see whether we can help. Sound good? Natural alternative: I'd like to understand your situation first, then we can see if what we do makes sense for you. Does that work? RU: É Ä Ñ , , . ÖÇ?

03 OPENING | Situation: You want permission to ask discovery questions before talking about the offer. | Your task: Say the best next line in English.

Core phrase: Would it be okay if I ask you a few questions first? Natural alternative: Mind if I ask you a few questions to understand the situation better? RU: Ü , Ä Ñ?

04 OPENING | Situation: Find out why the prospect decided to have this conversation. | Your task: Say the best next line in English.

Core phrase: What made you decide to book this call? Natural alternative: What prompted you to reach out? RU: á ?

05 OPENING | Situation: Find out what the prospect wants to get from the conversation. | Your task: Say the best next line in English.

Core phrase: What would make this conversation useful for you today? Natural alternative: What would you like to walk away with from this call? RU: á à à?

06 OPENING | Situation: Move naturally from the introduction into discovery. | Your task: Say the best next line in English.

Core phrase: Why don't we start with where things are right now? Natural alternative: Let's start with your current situation. RU: É à, É à .

07 CURRENT SITUATION | Situation: You need a broad picture of what the prospect is doing now. | Your task: Say the best next line in English.

Core phrase: Walk me through what you're doing right now. Natural alternative: Can you give me a quick overview of what you're doing at the moment? RU: â, .

08 CURRENT SITUATION | Situation: Ask how the prospect currently handles the problem. | Your task: Say the best next line in English.

Core phrase: How are you currently handling this? Natural alternative: What are you doing about this right now? RU: Å ?

09 CURRENT SITUATION | Situation: You need to know how long the problem has existed. | Your task: Say the best next line in English.

Core phrase: How long has this been going on? Natural alternative: How long have you been dealing with this? RU: Å ?

10 CURRENT SITUATION | Situation: Clarify how frequently the problem occurs. | Your task: Say the best next line in English.

Core phrase: How often does this happen? Natural alternative: How regularly are you running into this? RU: Å Ç?

11 CURRENT SITUATION | Situation: Understand the prospect's normal routine or workflow. | Your task: Say the best next line in English.

Core phrase: What does a typical week look like for you? Natural alternative: Walk me through a normal week. RU: Å à Ä ?

12 CURRENT SITUATION | Situation: Find the point where the prospect's process starts failing. | Your task: Say the best next line in English.

Core phrase: Where do you feel things start to break down? Natural alternative: At what point do things usually start to fall apart? RU: , Ä ääÑ, É ?

13 CURRENT SITUATION | Situation: Find out when the prospect first recognized the issue. | Your task: Say the best next line in English.

Core phrase: When did you first notice this becoming a problem? Natural alternative: When did you realize this was something you needed to address? RU: Åà , ?

14 CURRENT SITUATION | Situation: Find out what solutions the prospect has already attempted. | Your task: Say the best next line in English.

Core phrase: What have you tried so far? Natural alternative: What have you already done to try to solve this? RU: á ?

15 DEEPER DISCOVERY | Situation: The prospect described symptoms. Ask what they believe is behind them. | Your task: Say the best next line in English.

Core phrase: What do you think is really causing this? Natural alternative: What do you think is at the root of the problem? RU: Å , ?

16 DEEPER DISCOVERY | Situation: The prospect gives a vague answer. Ask for a real example. | Your task: Say the best next line in English.

Core phrase: Can you give me a specific example? Natural alternative: Can you walk me through a recent example? RU: Ü ?

17 DEEPER DISCOVERY | Situation: Find the trigger that appears just before the prospect falls off track. | Your task: Say the best next line in English.

Core phrase: What usually happens right before things start to fall apart? Natural alternative: What's typically happening just before you lose momentum? RU: á Ç , É ?

18 DEEPER DISCOVERY | Situation: Ask what repeatedly blocks progress. | Your task: Say the best next line in English.

Core phrase: What tends to get in the way? Natural alternative: What usually stops you from following through? RU: á Ä?

19 DEEPER DISCOVERY | Situation: Identify the hardest part for the prospect to solve alone. | Your task: Say the best next line in English.

Core phrase: Which part feels hardest to solve on your own? Natural alternative: What's the hardest part for you to handle by yourself? RU: ÅÑ à Ä ?

20 DEEPER DISCOVERY | Situation: The prospect uses a vague word such as 'stuck' or 'inconsistent'. Clarify it. | Your task: Say the best next line in English.

Core phrase: What do you mean by that? Natural alternative: When you say that, what does that mean for you specifically? RU: á ?

21 DEEPER DISCOVERY | Situation: The prospect has said something important. Encourage them to expand. | Your task: Say the best next line in English.

Core phrase: Tell me a little more about that. Natural alternative: Can you expand on that a little? RU: â à .

22 DEEPER DISCOVERY | Situation: Move from an abstract problem to its everyday impact. | Your task: Say the best next line in English.

Core phrase: How does that show up day to day? Natural alternative: What does that look like in your day-to-day life? RU: Å Ä ?

23 DEEPER DISCOVERY | Situation: You need to understand the sequence after a problem occurs. | Your task: Say the best next line in English.

Core phrase: What happens after that? Natural alternative: And then what usually happens? RU: á Ç à?

24 DEEPER DISCOVERY | Situation: Find out how the prospect reacts when the problem appears. | Your task: Say the best next line in English.

Core phrase: How do you usually respond when that happens? Natural alternative: What do you normally do when that comes up? RU: Å à , à Ç?

25 DEEPER DISCOVERY | Situation: The prospect has tried several approaches. Identify what has failed. | Your task: Say the best next line in English.

Core phrase: What have you found doesn't work? Natural alternative: What have you tried that hasn't worked for you? RU: á, , ?

26 DEEPER DISCOVERY | Situation: Force prioritization: identify the single biggest constraint. | Your task: Say the best next line in English.

Core phrase: If you had to name the main bottleneck, what would it be? Natural alternative: What's the biggest thing holding you back right now? RU: ã à , ?

27 CONSEQUENCES | Situation: Explore how the unresolved problem affects the prospect's work. | Your task: Say the best next line in English.

Core phrase: How is this affecting your work? Natural alternative: What impact is this having on your work right now? RU: Å Ä ?

28 CONSEQUENCES | Situation: Explore the personal impact without assuming what the prospect feels. | Your task: Say the best next line in English.

Core phrase: How is this affecting you personally? Natural alternative: What impact is this having on you personally? RU: Å ?

29 CONSEQUENCES | Situation: Make the cost of the problem more concrete. | Your task: Say the best next line in English.

Core phrase: What is this costing you right nowin time, money, or opportunities? Natural alternative: What do you feel this is costing you at the moment? RU: áà , à ?

30 CONSEQUENCES | Situation: Explore what the prospect is missing because the problem remains unsolved. | Your task: Say the best next line in English.

Core phrase: What opportunities do you feel you're missing because of this? Natural alternative: What is this stopping you from doing? RU: Å - à ?

31 CONSEQUENCES | Situation: The prospect understands the problem but has little urgency. Explore the future cost. | Your task: Say the best next line in English.

Core phrase: What happens if nothing changes over the next six months? Natural alternative: If nothing changes, where do you think you'll be six months from now? RU: á É, Ä Ä à ?

32 CONSEQUENCES | Situation: Identify the most important downside of leaving the problem unresolved. | Your task: Say the best next line in English.

Core phrase: What's the biggest consequence of leaving this unsolved? Natural alternative: What concerns you most about this continuing? RU: Å à , É ?

33 URGENCY | Situation: Find out why solving the problem matters now. | Your task: Say the best next line in English.

Core phrase: Why is solving this important to you now? Natural alternative: Why does this matter to you right now? RU: Ö Ä ?

34 URGENCY | Situation: The problem is not new. Find out what recently changed. | Your task: Say the best next line in English.

Core phrase: What changed that made this a priority now? Natural alternative: Why has this become a priority now rather than later? RU: á , - à ?

35 DESIRED OUTCOME | Situation: Shift from the problem to what the prospect actually wants. | Your task: Say the best next line in English.

Core phrase: What would you ideally like instead? Natural alternative: What would the ideal situation look like for you? RU: Åà Ç ä ?

36 DESIRED OUTCOME | Situation: Make the prospect describe a concrete future success state. | Your task: Say the best next line in English.

Core phrase: If we fast-forward six months, what would success look like? Natural alternative: Six months from now, what would you want to be different? RU: ã Ä É, à Ç?

37 DESIRED OUTCOME | Situation: Clarify the minimum change required for the prospect to consider the problem solved. | Your task: Say the best next line in English.

Core phrase: What would need to change for you to feel this is solved? Natural alternative: What would have to be different for you to say this problem is handled? RU: á , ÄÉ?

38 DESIRED OUTCOME | Situation: Connect the desired result to everyday life. | Your task: Say the best next line in English.

Core phrase: How would that change your day-to-day? Natural alternative: What would be different in your everyday life if you achieved that? RU: Å Ä Ñ ?

39 DESIRED OUTCOME | Situation: Explore the second-order benefit of reaching the goal. | Your task: Say the best next line in English.

Core phrase: What would that allow you to do? Natural alternative: What would achieving that make possible for you? RU: á ?

40 DESIRED OUTCOME | Situation: Check how important the change really is to the prospect. | Your task: Say the best next line in English.

Core phrase: How important is it for you to make this change? Natural alternative: How much of a priority is making this change for you? RU: å à ?

41 QUALIFICATION | Situation: Find out whether anyone else is involved in the purchase decision. | Your task: Say the best next line in English.

Core phrase: Who else, if anyone, is involved in this decision? Natural alternative: Is anyone else involved in making the decision? RU: Å äÉ, -, Ä?

42 QUALIFICATION | Situation: Understand what the prospect needs to feel clear enough to decide. | Your task: Say the best next line in English.

Core phrase: What would you need to feel clear on before making a decision? Natural alternative: What information would you need before you could make a decision? RU: É Ä?

43 QUALIFICATION | Situation: Check the prospect's intended timing without pushing them. | Your task: Say the best next line in English.

Core phrase: If this turns out to be a good fit, are you looking to get started soon or later on? Natural alternative: If we find the right solution, when would you ideally want to start? RU: ã Ä É, Ç Ä ?

44 QUALIFICATION | Situation: Surface known constraints before you present the solution. | Your task: Say the best next line in English.

Core phrase: Is there anything you already know could prevent you from moving forward? Natural alternative: Is there anything that might get in the way of taking action? RU: ã -, Ä à Ä?

45 TRANSITION | Situation: You have finished discovery and want to summarize the core gap. | Your task: Say the best next line in English.

Core phrase: Based on what you've told me, I think I can see the main gap. Natural alternative: From what you've shared, I think the main issue is becoming pretty clear. RU: çÇ à, , .

46 TRANSITION | Situation: Ask permission before moving into the solution. | Your task: Say the best next line in English.

Core phrase: Would it be helpful if I showed you how we'd approach this? Natural alternative: Would you like me to walk you through how we would tackle this? RU: é , , Ä ÄÑ?

47 PRESENTATION | Situation: Explain why your solution is relevant to the prospect's specific situation. | Your task: Say the best next line in English.

Core phrase: The reason I think this could be a fit is that… Natural alternative: What makes me think this could work for you is… RU: Ö , Ñ, , Ñ , …

48 PRESENTATION | Situation: Connect a feature or mechanism directly to something the prospect said. | Your task: Say the best next line in English.

Core phrase: Let me connect this directly to what you told me. Natural alternative: Let me show you how this relates to the problem you described. RU: Ñ , .

49 OBJECTION | Situation: The prospect says: 'I need to think about it.' Clarify instead of arguing. | Your task: Say the best next line in English.

Core phrase: When you say you need to think about it, what specifically do you want to think through? Natural alternative: Totally fair. What part do you feel you need to think about? RU: Åà à , , Ç ?

50 OBJECTION | Situation: The prospect is hesitant but has not explained why. | Your task: Say the best next line in English.

Core phrase: What part are you still unsure about? Natural alternative: What's the main thing you're uncertain about right now? RU: É äÉ ?

51 OBJECTION | Situation: Price came up. Check whether money is the only concern. | Your task: Say the best next line in English.

Core phrase: Aside from the investment, is there anything else holding you back? Natural alternative: Other than the price, is there anything else giving you pause? RU: Ö , - äÉ, ?

52 OBJECTION | Situation: The prospect says: 'It's too expensive.' Distinguish budget from perceived value. | Your task: Say the best next line in English.

Core phrase: When you say it's too expensive, is the issue the budget, or are you not yet convinced it's worth the investment? Natural alternative: Is it more about not having the budget right now, or not being sure the value is there? RU: Åà à èÄ àê, Ñ , ?

53 OBJECTION | Situation: The prospect wants to speak with a partner before deciding. | Your task: Say the best next line in English.

Core phrase: What do you think your partner would need to feel comfortable with the decision? Natural alternative: What questions do you think your partner is likely to have? RU: Å , Ä É , Ä?

54 OBJECTION | Situation: The prospect says: 'The timing isn't right.' Find the actual constraint. | Your task: Say the best next line in English.

Core phrase: When you say the timing isn't right, what's making now difficult? Natural alternative: What is it about the timing that doesn't work for you right now? RU: Åà à , Çä , ä ?

55 OBJECTION | Situation: The prospect likes the program but doubts whether they will follow through. | Your task: Say the best next line in English.

Core phrase: Is the concern about the solution itself, or whether you'll actually follow through on it? Natural alternative: Are you unsure about the program, or more about your ability to stick with it? RU: Ä , à ?

56 OBJECTION | Situation: The prospect is not ready to decide. Find out what is missing. | Your task: Say the best next line in English.

Core phrase: What would you need to see or understand to feel comfortable moving forward? Natural alternative: What would need to become clearer for you to feel confident moving forward? RU: á , ë à Ä?

57 CLOSING | Situation: After answering questions, check the prospect's current position. | Your task: Say the best next line in English.

Core phrase: Based on everything we've discussed, how are you feeling about moving forward? Natural alternative: Given everything we've covered, where are you at right now? RU: É à, , , à Ä?

58 CLOSING | Situation: The prospect is a clear fit and concerns are resolved. Ask directly for the decision. | Your task: Say the best next line in English.

Core phrase: Would you like to get started? Natural alternative: Does it feel like you'd like to move forward? RU: í ?

59 CLOSING | Situation: The conversation is ending. Let the prospect articulate the next step. | Your task: Say the best next line in English.

Core phrase: What feels like the right next step from here? Natural alternative: What do you think the next step should be? RU: Å Ñä Äà ?

60 CLOSING | Situation: Before ending, make sure there is no hidden unanswered concern. | Your task: Say the best next line in English.

Core phrase: Is there anything we haven't covered that you need before making a decision? Natural alternative: Is there anything else you'd need to know before deciding? RU: ã -, , Ä?