The playbook

Every move credited to whoever taught it, with its record. It grows every time someone wins.

503 active moves from 113 closers · 3 learned from live calls
Starter moves are built from proven closing methods. Every move learned on a live call is credited to the seller who won with it.

Opening and discovery

Set the agenda

Mention who referred you
Rina · Fremont · 15 days ago · 6 won · 2 lost
“Priya said you two worked together at the co-op. She thought we should talk.”
Confirm time, agenda, outcome
Noor · Dallas · 9 days ago · 8 won · 3 lost
“We've got 15 minutes. I'll ask a few questions, show you one thing, and you tell me if a next step makes sense. Fair?”
Lead with their likely problem
Dev · Austin · 11 days ago · 7 won · 3 lost
“Most owners I talk to lose a day a month to this. Is that you, or am I off?”
Offer an easy out upfront
Uma · Madison · 12 days ago · 6 won · 3 lost
“If at the end this isn't a fit, just say so. No hard feelings. Deal?”
State your reason, one line
Q starter playbook · 2 won · 3 lost
Set the agenda upfront
Q starter playbook · 1 won · 3 lost
Ask what they want covered
Q starter playbook · 1 won · 3 lost
Ask what prompted the meeting
Q starter playbook · 1 won · 3 lost

Pain shared

Ask how it feels personally
Keisha · Memphis · 10 days ago · 7 won · 2 lost
“And how does that sit with you, personally?”
Put a number on it
Lucia · Santa Fe · 9 days ago · 9 won · 3 lost
“Roughly how many hours a week does that eat? Let's put a number on it.”
Recap pain, propose a start
Lucia · Santa Fe · 8 days ago · 8 won · 3 lost
“So it's five hours every week and a missed family dinner. Want to get your first one done with us this week?”
Label the frustration out loud
Bao · Garden Grove · 11 days ago · 7 won · 3 lost
“It sounds like you're tired of being the one who cleans this up every week.”
Ask what fixing it changes
Elijah · Birmingham · 12 days ago · 7 won · 3 lost
“If that was gone tomorrow, what would you do with that time?”
Ask about the root cause
Femi · Hartford · 16 days ago · 5 won · 2 lost
“What do you think is really causing that?”

Need in passing

Ask if it's a pattern
Lucia · Santa Fe · 10 days ago · 7 won · 2 lost
“Is that a one-off, or does that happen most weeks?”
Connect the aside to the agenda
Femi · Hartford · 12 days ago · 6 won · 2 lost
“Funny you mention the late shipments. That's actually what I wanted to talk about.”
Ask for the story behind it
Tess · Portland · 15 days ago · 6 won · 2 lost
“Hold on, that sounds like a story. What happened this morning?”
Repeat their aside as a question
Bao · Garden Grove · 11 days ago · 7 won · 3 lost
“Wait, the scheduler crashed again? Again?”
Ask permission to dig in
Ayesha · Durham · 18 days ago · 5 won · 2 lost
“Can I ask about that? You said it like it's been a headache for a while.”
Ask who usually fixes it
Kendra · Little Rock · 13 days ago · 6 won · 3 lost
“When that happens, who ends up cleaning it up? You?”
Ask how often that happens

Price upfront

Ask permission before quoting
Noor · Dallas · 9 days ago · 9 won · 3 lost
“Totally fair. It ranges a lot. Can I ask two quick things so I give you a real number?”
Tie the price to their goal
Gia · Scottsdale · 16 days ago · 6 won · 2 lost
“It depends on what you want fixed. What's the one result that would make this worth paying for?”
Share what most people pay
Hugo · Reno · 12 days ago · 7 won · 3 lost
“Most folks your size pay around 300 a month. Want to see where you'd land?”
Name the cheapest option first
Oscar · Lubbock · 20 days ago · 5 won · 2 lost
“Our simplest plan starts at 49. Most people want more than that, but that's the floor.”
Ask why price comes first
Carlos · San Antonio · 14 days ago · 6 won · 3 lost
“Happy to share it. Is price the main thing deciding this for you?”
Give a range, then ask
Q starter playbook · 1 won · 3 lost
Answer honestly, earn two questions

Objections

No need

Recap the results they've had
Tobias · Boulder · 13 days ago · 6 won · 2 lost
“Before we talk seats, can we look at what changed since you started?”
Honor what they love doing
Rina · Fremont · 14 days ago · 6 won · 2 lost
“Love that you cook. This just takes the planning off your plate so you get to the fun part.”
Mirror their last few words
Bao · Garden Grove · 9 days ago · 8 won · 3 lost
“Pretty much fine? Tell me about the pretty much.”
Ask when it really matters
Ana · Los Angeles · 8 days ago · 7 won · 3 lost
“Fair. What's the last really important thing you signed?”
Teach one thing they're missing
Femi · Hartford · 11 days ago · 6 won · 3 lost
“Most shops your size don't realize they lose about a day a week to this. Can I show you why?”
Ask about their typical day
Tess · Portland · 15 days ago · 4 won · 2 lost
“Walk me through a normal Tuesday. Where does the time go?”

Negotiating

Discount

Trim scope, not price
Hugo · Reno · 15 days ago · 6 won · 2 lost
“I can get you closer to that number by taking the gutters off. Want to?”
Ask for a commitment back
Paula · Tampa · 9 days ago · 9 won · 4 lost
“If I can get close to that, are you ready to sign today?”
Hold price, add value instead
Pedro · Newark · 13 days ago · 6 won · 3 lost
“I can't move on price, but I can throw in setup and training.”
Explain why it costs that
Ruth · Cleveland · 14 days ago · 6 won · 3 lost
“Here's why it costs what it does: two techs, not one, and we guarantee the work.”
Ask where that number's from
Noor · Dallas · 10 days ago · 7 won · 4 lost
“Happy to look at it. Where's the 25 coming from?”
Trade the discount for something
Q starter playbook · 1 won · 3 lost

Who decides

Someone else decides

Make them the hero internally
Rina · Fremont · 11 days ago · 7 won · 2 lost
“What would it mean for you if you're the one who brought in the fix?”
Ask who owns the budget
Arjun · Plano · 9 days ago · 8 won · 4 lost
“Whose budget would this come out of?”
Ask how decisions get made
Malik · Detroit · 15 days ago · 6 won · 3 lost
“How do decisions like this usually get made on your side?”
Help them pitch it internally
Sasha · St. Louis · 10 days ago · 7 won · 4 lost
“Want me to put together a one-pager you can forward to your boss?”
Get the decider's top question
Ken · Denver · 13 days ago · 6 won · 4 lost
“Send me the one question your boss will ask and I'll answer it in writing.”
Ask what the decider values
Q starter playbook · 1 won · 3 lost

Worries and personal moments

Feeling judged

Acknowledge, then offer to start
Hana · Honolulu · 8 days ago · 8 won · 2 lost
“Totally get that. Want to start with a private session this week, just you and a coach?”
Offer a private, one-on-one option
Mira · Asheville · 11 days ago · 7 won · 2 lost
“We can start you one-on-one, no crowd, nobody watching.”
Show it's built for them
Hana · Honolulu · 9 days ago · 8 won · 3 lost
“Honestly, most of our members started exactly where you are. That's who we built this for.”
Acknowledge the feeling first
Grace · Minneapolis · 8 days ago · 10 won · 4 lost
“Thank you for telling me that. A lot of people feel that way walking in.”
Normalize the feeling
Q starter playbook · 1 won · 3 lost
Ask what would feel comfortable
Q starter playbook · 1 won · 3 lost

Closing

Buying signal

Ask when they'd want it
Lily · Raleigh · 10 days ago · 8 won · 3 lost · 1 helped · 0 hurt
“Good question. When would you want it up and running?”
Answer with a question
Rafael · Orlando · 12 days ago · 8 won · 2 lost
“Does it come in black? Would you want it in black?”
Give two simple options
Theo · Houston · 9 days ago · 7 won · 2 lost
“Want the black one or the blue one?”
Ask how it's sounding
Elijah · Birmingham · 9 days ago · 7 won · 2 lost
“How does all that sound so far?”
Ask for the sale now
Jules · San Diego · 8 days ago · 9 won · 3 lost
“Sounds like it fits. Want to grab one today?”
Talk logistics as if yes
Marisol · Bakersfield · 10 days ago · 9 won · 3 lost
“Let's get your size. What do you usually wear?”

Existing customers

Upset customer

Hold any pitch until fixed
Darnell · Baton Rouge · 11 days ago · 8 won · 2 lost
“Let's not talk about anything new until this is fixed. That's on me.”
Agree it shouldn't have happened
Reggie · New Orleans · 8 days ago · 10 won · 3 lost
“You're right. That should never have happened, and I'm sorry it did.”
Offer to own it personally
Vic · Las Vegas · 12 days ago · 7 won · 2 lost
“Here's my cell. If it happens again, you call me, not support.”
Ask what the problem cost them
Kofi · Columbus · 13 days ago · 6 won · 2 lost
“How much did the outage cost you on Tuesday? I want to understand the real damage.”
Ask what would make it right
Grace · Minneapolis · 10 days ago · 8 won · 3 lost
“What would make this right for you?”
Apologize, then ask what happened
Q starter playbook · 1 won · 3 lost

Flow of the call

Talking too long

Tie it to their words
Rina · Fremont · 13 days ago · 8 won · 2 lost
“You said Mondays are chaos. Here's the one piece that fixes Monday.”
Sum it up in one line
Elijah · Birmingham · 11 days ago · 7 won · 2 lost
“In one line: you get your evenings back. What questions do you have?”
Cut to the one benefit
Iris · Chicago · 12 days ago · 6 won · 2 lost
“Let me skip ahead. The one thing that matters for you is this.”
Ask which part matters most
Kai · Santa Cruz · 10 days ago · 8 won · 3 lost
“I've thrown a lot at you. Which of those actually matters for your team?”
Stop and check what landed
Q starter playbook · 2 won · 3 lost
Hand them the floor
Q starter playbook · 2 won · 3 lost
Pause and ask a question

What Q got wrong

After every call, Q checks each nudge it showed against what happened next. 0 misfires caught in 30 nudges checked.

No misfires yet.

What Q learned

Fitting the booking to the one day he said he was free, with no payment due, and then revealing a time-limited discount made him say yes and ask to lock it in.
From a win · John · 6 days ago
Recasting his late-hour objection as a perk (quiet gym) and shrinking the ask to a 20-minute session made the next step feel easy.
From a win · John · 6 days ago
Pairing a personal story with a reframe, that learning form prevents the pain he fears, linked the offer to his own box-lifting job and eased the worry.
From a win · John · 6 days ago
A stall usually hides one specific worry. Asking for it directly moves the deal.
Lena · 7 days ago
A request to send info is often a polite exit. Asking what they'd look for keeps the door open.
Noor · 8 days ago
When the buyer warms up, ask for the sale before adding anything else.
Jules · 8 days ago
When a buyer shares something personal, acknowledge it before anything else. Changing the subject loses them.
Grace · 8 days ago
Book the next step before the call ends. Calls that end on a vague promise to circle back rarely come back.
Chloe · 8 days ago
Rushed buyers respond to a short, specific ask, not a longer pitch.

Loading the playbook…

Opening and discovery

Set the agenda

Mention who referred you
Rina · Fremont · 15 days ago · 6 won · 2 lost
“Priya said you two worked together at the co-op. She thought we should talk.”
Confirm time, agenda, outcome
Noor · Dallas · 9 days ago · 8 won · 3 lost
“We've got 15 minutes. I'll ask a few questions, show you one thing, and you tell me if a next step makes sense. Fair?”
Lead with their likely problem
Dev · Austin · 11 days ago · 7 won · 3 lost
“Most owners I talk to lose a day a month to this. Is that you, or am I off?”
Offer an easy out upfront
Uma · Madison · 12 days ago · 6 won · 3 lost
“If at the end this isn't a fit, just say so. No hard feelings. Deal?”
State your reason, one line
Q starter playbook · 2 won · 3 lost
Set the agenda upfront
Q starter playbook · 1 won · 3 lost
Ask what they want covered
Q starter playbook · 1 won · 3 lost
Ask what prompted the meeting
Q starter playbook · 1 won · 3 lost

Pain shared

Ask how it feels personally
Keisha · Memphis · 10 days ago · 7 won · 2 lost
“And how does that sit with you, personally?”
Put a number on it
Lucia · Santa Fe · 9 days ago · 9 won · 3 lost
“Roughly how many hours a week does that eat? Let's put a number on it.”
Recap pain, propose a start
Lucia · Santa Fe · 8 days ago · 8 won · 3 lost
“So it's five hours every week and a missed family dinner. Want to get your first one done with us this week?”
Label the frustration out loud
Bao · Garden Grove · 11 days ago · 7 won · 3 lost
“It sounds like you're tired of being the one who cleans this up every week.”
Ask what fixing it changes
Elijah · Birmingham · 12 days ago · 7 won · 3 lost
“If that was gone tomorrow, what would you do with that time?”
Ask about the root cause
Femi · Hartford · 16 days ago · 5 won · 2 lost
“What do you think is really causing that?”

Need in passing

Ask if it's a pattern
Lucia · Santa Fe · 10 days ago · 7 won · 2 lost
“Is that a one-off, or does that happen most weeks?”
Connect the aside to the agenda
Femi · Hartford · 12 days ago · 6 won · 2 lost
“Funny you mention the late shipments. That's actually what I wanted to talk about.”
Ask for the story behind it
Tess · Portland · 15 days ago · 6 won · 2 lost
“Hold on, that sounds like a story. What happened this morning?”
Repeat their aside as a question
Bao · Garden Grove · 11 days ago · 7 won · 3 lost
“Wait, the scheduler crashed again? Again?”
Ask permission to dig in
Ayesha · Durham · 18 days ago · 5 won · 2 lost
“Can I ask about that? You said it like it's been a headache for a while.”
Ask who usually fixes it
Kendra · Little Rock · 13 days ago · 6 won · 3 lost
“When that happens, who ends up cleaning it up? You?”
Ask how often that happens

Price upfront

Ask permission before quoting
Noor · Dallas · 9 days ago · 9 won · 3 lost
“Totally fair. It ranges a lot. Can I ask two quick things so I give you a real number?”
Tie the price to their goal
Gia · Scottsdale · 16 days ago · 6 won · 2 lost
“It depends on what you want fixed. What's the one result that would make this worth paying for?”
Share what most people pay
Hugo · Reno · 12 days ago · 7 won · 3 lost
“Most folks your size pay around 300 a month. Want to see where you'd land?”
Name the cheapest option first
Oscar · Lubbock · 20 days ago · 5 won · 2 lost
“Our simplest plan starts at 49. Most people want more than that, but that's the floor.”
Ask why price comes first
Carlos · San Antonio · 14 days ago · 6 won · 3 lost
“Happy to share it. Is price the main thing deciding this for you?”
Give a range, then ask
Q starter playbook · 1 won · 3 lost
Answer honestly, earn two questions

Objections

No need

Recap the results they've had
Tobias · Boulder · 13 days ago · 6 won · 2 lost
“Before we talk seats, can we look at what changed since you started?”
Honor what they love doing
Rina · Fremont · 14 days ago · 6 won · 2 lost
“Love that you cook. This just takes the planning off your plate so you get to the fun part.”
Mirror their last few words
Bao · Garden Grove · 9 days ago · 8 won · 3 lost
“Pretty much fine? Tell me about the pretty much.”
Ask when it really matters
Ana · Los Angeles · 8 days ago · 7 won · 3 lost
“Fair. What's the last really important thing you signed?”
Teach one thing they're missing
Femi · Hartford · 11 days ago · 6 won · 3 lost
“Most shops your size don't realize they lose about a day a week to this. Can I show you why?”
Ask about their typical day
Tess · Portland · 15 days ago · 4 won · 2 lost
“Walk me through a normal Tuesday. Where does the time go?”

Negotiating

Discount

Trim scope, not price
Hugo · Reno · 15 days ago · 6 won · 2 lost
“I can get you closer to that number by taking the gutters off. Want to?”
Ask for a commitment back
Paula · Tampa · 9 days ago · 9 won · 4 lost
“If I can get close to that, are you ready to sign today?”
Hold price, add value instead
Pedro · Newark · 13 days ago · 6 won · 3 lost
“I can't move on price, but I can throw in setup and training.”
Explain why it costs that
Ruth · Cleveland · 14 days ago · 6 won · 3 lost
“Here's why it costs what it does: two techs, not one, and we guarantee the work.”
Ask where that number's from
Noor · Dallas · 10 days ago · 7 won · 4 lost
“Happy to look at it. Where's the 25 coming from?”
Trade the discount for something
Q starter playbook · 1 won · 3 lost

Who decides

Someone else decides

Make them the hero internally
Rina · Fremont · 11 days ago · 7 won · 2 lost
“What would it mean for you if you're the one who brought in the fix?”
Ask who owns the budget
Arjun · Plano · 9 days ago · 8 won · 4 lost
“Whose budget would this come out of?”
Ask how decisions get made
Malik · Detroit · 15 days ago · 6 won · 3 lost
“How do decisions like this usually get made on your side?”
Help them pitch it internally
Sasha · St. Louis · 10 days ago · 7 won · 4 lost
“Want me to put together a one-pager you can forward to your boss?”
Get the decider's top question
Ken · Denver · 13 days ago · 6 won · 4 lost
“Send me the one question your boss will ask and I'll answer it in writing.”
Ask what the decider values
Q starter playbook · 1 won · 3 lost

Worries and personal moments

Feeling judged

Acknowledge, then offer to start
Hana · Honolulu · 8 days ago · 8 won · 2 lost
“Totally get that. Want to start with a private session this week, just you and a coach?”
Offer a private, one-on-one option
Mira · Asheville · 11 days ago · 7 won · 2 lost
“We can start you one-on-one, no crowd, nobody watching.”
Show it's built for them
Hana · Honolulu · 9 days ago · 8 won · 3 lost
“Honestly, most of our members started exactly where you are. That's who we built this for.”
Acknowledge the feeling first
Grace · Minneapolis · 8 days ago · 10 won · 4 lost
“Thank you for telling me that. A lot of people feel that way walking in.”
Normalize the feeling
Q starter playbook · 1 won · 3 lost
Ask what would feel comfortable
Q starter playbook · 1 won · 3 lost

Closing

Buying signal

Ask when they'd want it
Lily · Raleigh · 10 days ago · 8 won · 3 lost · 1 helped · 0 hurt
“Good question. When would you want it up and running?”
Answer with a question
Rafael · Orlando · 12 days ago · 8 won · 2 lost
“Does it come in black? Would you want it in black?”
Give two simple options
Theo · Houston · 9 days ago · 7 won · 2 lost
“Want the black one or the blue one?”
Ask how it's sounding
Elijah · Birmingham · 9 days ago · 7 won · 2 lost
“How does all that sound so far?”
Ask for the sale now
Jules · San Diego · 8 days ago · 9 won · 3 lost
“Sounds like it fits. Want to grab one today?”
Talk logistics as if yes
Marisol · Bakersfield · 10 days ago · 9 won · 3 lost
“Let's get your size. What do you usually wear?”

Existing customers

Upset customer

Hold any pitch until fixed
Darnell · Baton Rouge · 11 days ago · 8 won · 2 lost
“Let's not talk about anything new until this is fixed. That's on me.”
Agree it shouldn't have happened
Reggie · New Orleans · 8 days ago · 10 won · 3 lost
“You're right. That should never have happened, and I'm sorry it did.”
Offer to own it personally
Vic · Las Vegas · 12 days ago · 7 won · 2 lost
“Here's my cell. If it happens again, you call me, not support.”
Ask what the problem cost them
Kofi · Columbus · 13 days ago · 6 won · 2 lost
“How much did the outage cost you on Tuesday? I want to understand the real damage.”
Ask what would make it right
Grace · Minneapolis · 10 days ago · 8 won · 3 lost
“What would make this right for you?”
Apologize, then ask what happened
Q starter playbook · 1 won · 3 lost

Flow of the call

Talking too long

Tie it to their words
Rina · Fremont · 13 days ago · 8 won · 2 lost
“You said Mondays are chaos. Here's the one piece that fixes Monday.”
Sum it up in one line
Elijah · Birmingham · 11 days ago · 7 won · 2 lost
“In one line: you get your evenings back. What questions do you have?”
Cut to the one benefit
Iris · Chicago · 12 days ago · 6 won · 2 lost
“Let me skip ahead. The one thing that matters for you is this.”
Ask which part matters most
Kai · Santa Cruz · 10 days ago · 8 won · 3 lost
“I've thrown a lot at you. Which of those actually matters for your team?”
Stop and check what landed
Q starter playbook · 2 won · 3 lost
Hand them the floor
Q starter playbook · 2 won · 3 lost
Pause and ask a question

Opening and discovery

Set the agenda

Pain shared

Need in passing

Price upfront

Objections

No need

Negotiating

Discount

Who decides

Someone else decides

Worries and personal moments

Feeling judged

Closing

Buying signal

Existing customers

Upset customer

Flow of the call

Talking too long

Opening and discovery

Set the agenda

Pain shared

Need in passing

Price upfront

Objections

No need

Negotiating

Discount

Who decides

Someone else decides

Worries and personal moments

Feeling judged

Closing

Buying signal

Existing customers

Upset customer

Flow of the call

Talking too long

Price

Timing

Busy season

Budget cycle

Trust

Bad reviews

Asks for proof

Demo or trial

Competitor

Loyal to someone

Do it ourselves

Shopping around

Locked in

Switching hassle

Stall

Send me info

Procurement

Compliance

Technical

Missing must-have

Cancel terms

Tough one

Not a fit

Lowball offer

Payment plan

Terms

Champion stuck

Partner decides

Several on the call

Fear

Burned before

Overwhelmed

Money is tight

Health or loss

Big life change

Ready to buy

Send the contract

Quiet after price

Yes too early

Dodging the decision

Ghosting risk

After the yes