THE METHOD
The Connection Code
The person talking is losing.
Nine stages, from the first hello to the signed agreement. At every one of them the buyer does the talking, and you find out what they actually need.
The method in four stops.
Enrollment
The buyer names the problem and the fix in their own words. If you say it, it's information. If they say it, it's the law.
Presentation
Present only to what they told you, one piece at a time, and ask: would that work for you?
Proposal
Present it live, never by email. Open by replaying their challenges in their words.
Agreement
Lock the next date and time before the call ends.
Enrollment
The buyer names the problem and the fix in their own words. If you say it, it's information. If they say it, it's the law.
Presentation
Present only to what they told you, one piece at a time, and ask: would that work for you?
Proposal
Present it live, never by email. Open by replaying their challenges in their words.
Agreement
Lock the next date and time before the call ends.
The nine stages.
Enrollment runs from stage 2 to stage 5. Closing runs from stage 7 to stage 9.
ENROLLMENT
CLOSING
Opening Questions
Every way in counts: a cold call, a referral, an inbound lead, a conference. Earn the right to go deeper.
"How would you like to spend our time together?"
Background Questions
The facts of where they are today: what they use, with whom, and why. No assumptions.
"What are the things your current provider does well?"
Needs Awareness Questions
Surface the problem, the logical side and the emotional side: what keeps them up and what it costs them.
"Is there anything they could be doing a little better?"
What If Questions
Challenge the status quo.
"What if nothing changes?"
Solution Awareness Questions
Enroll the buyer in their own idea of solving it. Their answers define the future.
"Say we fix this. What does it look like day in and day out?"
Transition Statement
Replay the problem, logical and emotional, in their words before you present anything.
"Based on what you're outlining, I think we might be able to help you."
Presentation: Summary and Agreement
Present one section at a time, only to what they told you, then ask before you move on.
"Would that work for you?"
Proposal
Present it live, never by email. Open by replaying their challenges in their words, then walk through three options.
"Did I hear you correctly? Did I miss anything?"
Agreement
Commit to the path, then work through legal, procurement and IT together. Lock the next date before the call ends.
"Is there anything about the timeline that doesn't fit?"
- 1
Opening Questions
Every way in counts: a cold call, a referral, an inbound lead, a conference. Earn the right to go deeper.
"How would you like to spend our time together?"
- 2
Background Questions
The facts of where they are today: what they use, with whom, and why. No assumptions.
"What are the things your current provider does well?"
- 3
Needs Awareness Questions
Surface the problem, the logical side and the emotional side: what keeps them up and what it costs them.
"Is there anything they could be doing a little better?"
- 4
What If Questions
Challenge the status quo.
"What if nothing changes?"
- 5
Solution Awareness Questions
Enroll the buyer in their own idea of solving it. Their answers define the future.
"Say we fix this. What does it look like day in and day out?"
- 6
Transition Statement
Replay the problem, logical and emotional, in their words before you present anything.
"Based on what you're outlining, I think we might be able to help you."
- 7
Presentation: Summary and Agreement
Present one section at a time, only to what they told you, then ask before you move on.
"Would that work for you?"
- 8
Proposal
Present it live, never by email. Open by replaying their challenges in their words, then walk through three options.
"Did I hear you correctly? Did I miss anything?"
- 9
Agreement
Commit to the path, then work through legal, procurement and IT together. Lock the next date before the call ends.
"Is there anything about the timeline that doesn't fit?"
Learn it live.
Josh Hedaya. 17 years. 1,209+ deals closed. $150M+ closed in B2B sales.
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