30 points · 30% of the score
Closing
Whether you asked clearly, handled the answer, and left with a real commitment instead of a maybe.
High-ticket calls rarely die from a bad pitch. They die from a soft ask and a vague next step that quietly becomes a ghost.
What earns the points
Clarity of the ask
8 ptsWhether you asked for the business in plain words.
A direct ask, then silence. No hedging, no trailing qualifier.
'So yeah, if you wanted to move forward at some point…' — an ask nobody has to answer.
Price delivery
6 ptsHow the number was said.
Price stated flatly, framed against a cost they already named, then stop talking.
Rushing past the number, apologising for it, or stacking justifications on top.
Handling the first no
6 ptsWhether resistance at the ask was worked or accepted.
Resistance treated as information, worked once properly, then the ask repeated.
Folding immediately, or pushing four times until the tone turns.
Commitment secured
6 ptsWhat the prospect actually agreed to.
Signature, deposit, or a calendared next step with a named decision-maker attending.
'I'll get back to you next week' accepted without a date.
Next-step ownership
4 ptsWho is responsible for what happens next.
You own the follow-up, with a stated time and channel confirmed on the call.
The prospect owns the next move, which means it never comes.
How it's measured: Scored from the closing segment of the transcript: the exact ask wording, seconds of silence after price, count of re-asks, and the commitment recorded at the end.
Green flags
- You state the price and then say nothing at all.
- A specific date and time is on the calendar before you hang up.
- You ask a second time after handling the first hesitation.
Red flags
- The ask is phrased as a question about their feelings.
- 'Think it over and let me know' is the close.
- A discount appears before an objection does.
This week's drills
- 1
Write your ask as one sentence and say it identically on all five calls this week.
- 2
After stating price, count to five before speaking.
- 3
No call ends without a calendared next step with a date on it.