A-TypeDecisive. Operator brain. High ego — chest-puff is the mask. Justifies instead of externalizes. "Already tried it." Hides behind expertise. Thinks they don't need you.
B-TypeIndecisive. Overthinker. Externalizes everything — spouse, money, time, family. Uses spouse as a shield. Doesn't take ownership. Sold by emotional pain and identity-gap work.
Drill Mode — Pick consecutive blocks (or Full Call)
Full Call
Run all 5 phases end-to-end (rapport → close)
Phase 1: Early Discovery
Rapport → Goal → Current Situation → Timeframe
Phase 2: Mid Discovery
Limiting Beliefs → Internal vs External (reframing)
Phase 3: Late Discovery
Core Fear → Reframe Fear → Costs of Fear → Future Consequence
Phase 4: Final Discovery
Visualize 2.0 → Future Pace 2.0 → Pre-Pitch → Ideal Program → Pitch → Get Certainty
Phase 5: Close
Price Drop → Objection Handling → Close & Next Steps
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Re-attempt Type
Same ProspectMatch the original call exactly — same resistance patterns
Push HarderMore resistance, less cooperative — stress test your improvements