Diagnosing Why Prospects Say No

Ralph stresses interviewing sales teams to learn true objections—price, perceived value, or other factors.

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Be sure to listen to Part 1 of this episode first for a complete understanding before diving into this one.

Are you leaving half your leads on the table? In this episode, we are using Alex Hormozi’s $100M Money Models to explore how to turn cold traffic into high-ticket clients. From mapping the customer journey to implementing conditional downsells, we break down exactly what works in marketing to maximize revenue without cutting prices.

We explore how membership and continuity models are making a comeback, why speed-to-lead is critical, and how to structure Typeform knockouts to qualify leads efficiently. Plus, we dissect the art of downselling—how to offer a slice of your core program at a lower price while still setting up your prospects for the full high-ticket offer.

We also share a real-world example from a client session where we redesigned their sales funnel, increased show rates, and built a structured upsell path that turns prospects into long-term customers. These insights should help you capture more leads, increase conversions, and maximize lifetime value in your business.

In this episode:

- Mapping the customer journey from cold ad to five-figure upsells

- Speed-to-lead: why contacting prospects immediately is critical

- The art of downselling

- Understanding objections and reasons prospects don’t buy

- Guaranteeing results as a first downsell

- Using check-in calls to upsell and demonstrate value

Resources Mentioned In The Episode:

Alex Hormozi’s Book, $100M Money Models: How To Make Money: https://www.goodreads.com/book/show/240367486-100m-money-models

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