In Part 1, Zack laid out the structure of his process for achieving a 62.5% conversion rate. In Part 2, he goes deeper, walking through the real questions he asks, how he screens prospects, and how he avoids wasting time with people who aren’t ready.
For today's episode, you will hear how he uncovers objections before they happen, why he pushes prospects away on purpose, and how he builds total clarity before he ever makes an offer. This is the kind of training that most people never get to see, a real sales process that has consistently produced results.
You’ll Learn How To:
- Qualify prospects using Zack’s three essential pre-close questions
- Handle objections early by getting prospects to reveal their own pain points
- Set clear requirements so you only enroll clients who can succeed
What You’ll Learn in This Episode
- (01:20) Follow instructions with zero “hybrid strategies”
- (02:22) The importance of identifying spouses/partners early
- (02:56) Handling the spouse's objection before the Zoom call
- (03:40) Why does he require a decision on the call
- (05:26) His real automation text message and when he uses it
- (08:49) The one automation he keeps in his CRM
- (10:19) Triple dialing again at the scheduled time if they don’t pick up
- (11:06) The data behind the 50% drop-off every 24 hours
- (12:52) Why the preliminary call builds rapport
- (13:39) When he chooses to move straight to Zoom
- (17:19) How setting a real appointment triggers automation and reminders
- (17:59) His full 21-slide deck and closes in 15–20 minutes
- (19:46) Why dropping the price early protects the close
- (22:31) Four action steps to follow
- (24:07) The eight principles of negotiation
- (25:05) Why conviction is the real key to his close rate
- (30:52) The three criteria Zack uses to choose a mentor himself
- (36:52) How Zack balances work, family, hunting season, and two companies
- (37:54) Group calls vs. 1:1 support
- (40:46) Difference between selling proximity vs selling results
Who This Episode Is For
- Coaches and consultants who want to close clients without pressure
- Business owners who want a predictable, repeatable sales process
- Entrepreneurs who are tired of constant objections
- Anyone who wants a simple, conversation-driven way to enroll the right clients
Why You Should Listen
If you’ve ever felt stuck on sales calls, talking too much, defending your offer, or dealing with endless objections, this episode gives you the exact questions and structure Zack uses to close more than half the people he talks to.
Connect with Zack Boothe:
- LinkedIn: https://www.linkedin.com/in/zackboothe/
- YouTube: www.youtube.com/@drivingfordollars
- Facebook: https://www.facebook.com/dfdmastery/
- Email: zack.boothe@gmail.com
Other Resources:
- Apply now for Coaching Inc.’s private mastermind at coachinginc.com
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