SOD Syntax of AWESOME Sales Process

Vocabulary flashcards detailing key terminology, structural stages, qualification techniques, and closing options from the SOD Syntax photo organization sales curriculum.

The Dr. Frame

A foundational pre-call sales mindset consisting of seven core beliefs: the prospect has a fatal problem, they will never fix it without enrolling in the program, enrolling will solve it for good, the prospect's enrollment decision does not impact the salesperson's financial future, enrollment occurs only if the prospect can be helped and uplifts others, resourceful people can afford the program, and joining the program is incidental to deciding to achieve the outcome.

The Magic Question

A visualization prompt asked mentally prior to the call: "What happens to this person without my help?", which must be pictured in cinematic detail.

Most Important Question (MIQ)

The foundational transition question used to enter the Uncover phase: "What's not working in your Photo Collection right now?" (Followed by: "All right, well, then what's not working as well as it could be?" if the prospect states everything is working fine).

Deepener

A conversational probing technique used when a prospect answers a question to draw out more emotion and detail, consisting of phrases like "Tell me more…", "Keep going…", or repeating the prospect's last three words as a question.

UNCOVER Structure

The mandatory six-step sequential framework designed to emotionally connect the prospect to the problem: STORY > DATA > COST TO THEM > COST TO LOVED ONES > WHY NOW > FUTURE.

Picture Keeper Identity

A specific identity validated and explored during the Cost to Them phase: acknowledging that in most families, one individual bears the sole responsibility of preserving and passing down memories.

Ticking Time Bomb

A specific deadline or unforeseen future consequence (such as unexpected tragedy or an unresolved status in $6$ months) explored during the Future phase to prompt urgency and secure commitment.

The 3 Traits (Size Up the Client)

The three qualifying characteristics possessed by the most successful clients: 1) Trusting (ready to hand everything over without micromanaging), 2) Appreciated Quality (respects the craftsmanship and understands it is not a weekend project), and 3) Heart-Driven (deeply cares about preserving love, connection, and history).

"This Isn't for You If…" Disqualification

A qualification filter that sets boundaries by eliminating prospects who: 1) Are in a rush (facing an event next month), 2) Have a hard time letting go (attempting to control every folder), or 3) View the project as a chore instead of an enduring legacy.

Stage 1: Gather (We Find It All)

The initial program phase where all physical and digital photos, frames, albums, bins, boxes, phones, USBs, CDs, video, and cloud accounts are consolidated into bins and shipped to one secure place.

Stage 2: Preserve (We Protect Your Originals)

The second program phase where every photo, slide, or album is professionally digitized and safeguarded against physical hazards like floods, fading, time, or hard drive crashes.

Stage 3: Organize (We Make It Searchable & Catalogued)

The third program phase where images receive chronological order, meaningful folders, searchable tags, recorded metadata from the backs of photos, and facial recognition so moments can be located instantly.

Stage 4: Share (We Bring the Stories to Life)

The final program phase where the legacy is made accessible to the family through beautiful online galleries and optional heirloom-quality photo books.

Pre-Pitch Certainty Check-In

A temperature check conducted using a scale of $1$ to $10$ ("1 being, 'This sounds awful,' and 10 being, 'This is just what I'm looking for'") to identify and isolate certainty objections before presenting pricing or deliverables.

Default Investment Structure

A flexible pricing model starting with an upfront retainer of either $\$2{,}500$ or $\$5{,}000$, followed by $\$2{,}500/\text{month}$, typically totaling between $\$5{,}000$ and $\$10{,}000$ for most families, with multi-generational archives reaching $\$20{,}000$ to $\$50{,}000$.

Close Option 1: Premium / Legacy-Minded Client

A closing approach tailored for trusting clients with large collections who prioritize quality over cost, presenting a $\$5{,}000$ retainer, $\$2{,}500/\text{month}$, and a typical total investment range of $\$10{,}000$ to $\$20{,}000$.

Close Option 2: Cautious / Uncertain Client

A closing script tailored for prospects needing reassurance and low upfront exposure, starting with a smaller $\$2{,}500$ retainer followed by $\$2{,}500/\text{month}$ with the option to pause at any time.

Close Option 3: Quick Decision-Maker / Action-Taker

A direct closing presentation focused on speed and clarity, leading with a $\$5{,}000$ retainer, $\$2{,}500/\text{month}$, and an estimated total investment landing between $\$7{,}500$ and $\$15{,}000$.