The Sales Operating System
A precise daily system for turning qualified interest into clear decisions—without pressure, improvised claims, or pipeline chaos.
Daily Command Center
Execute every item in order. The checklist resets each calendar day and saves on this device.
Closer’s daily ritual
The Elevétion Standard
The closer’s job is not to convince everyone. It is to reveal the truth, prescribe the right commercial next step, and make a clean decision easy.
Diagnose before you prescribe
Understand the current situation, prior attempts, impact, desired future, decision process, and readiness before explaining a plan.
Questions create clarity
The prospect should speak for most of discovery. Ask one question, listen fully, summarize, then go one layer deeper.
Sell the destination
Connect Elevétion’s data, interpretation, and clinical coordination to the prospect’s stated outcome—not a feature dump.
Specificity builds trust
Use the prospect’s own words. State what is included, what is not, what happens next, and what cannot be guaranteed.
Silence is part of the script
Do not rescue the prospect from thinking. After the enrollment question, stay quiet for a full eight seconds.
Pressure is a process failure
If the fit is real, clarity does the work. Never manufacture urgency, argue with a concern, or shame someone into buying.
- Never diagnose, prescribe, interpret labs, or represent yourself as a clinician unless licensed and authorized to do so.
- Never promise a health outcome, guarantee results, or claim Elevétion replaces a physician or emergency care.
- Never invent scarcity, testimonials, plan components, eligibility, discounts, or payment terms.
- Never sell past a clear affordability concern. Offer the approved structure or release the prospect respectfully.
- Never put sensitive health details in casual SMS. Record only the minimum decision-relevant summary in approved GHL fields/notes.
Daily Workflow
Move the clock to match the team’s time zone, but keep the order and protected blocks intact.
Open the floor
Login to GHL and dialer. Check calendar changes, fresh leads, overdue tasks, yesterday’s pending payments, and today’s target.
No email browsingVoice + script drill
Two minutes breathing, three minutes articulation, ten minutes script aloud, ten minutes objection role-play. Train speed, volume, clarity, and pauses.
Camera on · standingPower block 1: fresh + hot
Fresh inbound leads first, then booked-not-confirmed, no-shows, payment links sent, and decision follow-ups. Calls before texts.
Do not multitaskStrategy calls
Five-minute prep, 45-minute call, ten-minute GHL closeout. Never begin the next call with the previous record unfinished.
Midday reset
Update scoreboard, deliver promised material, rescue overdue next steps, review one call segment, reset energy.
Strategy calls + live follow-up
Run calls. If a slot opens, immediately work the live pipeline in priority order—never wait passively for the next appointment.
Power block 2: recovery + nurture
Second-day attempts, no-show recovery, open decisions, old leads, and referral asks. Complete the day’s cadence.
Phone firstClose the floor
Every contact has a disposition. Every open opportunity has one dated task. Reconcile collected revenue, submit EOD scorecard, and name tomorrow’s first call.
Zero orphan leadsGHL Is the System of Record
A conversation is not complete until the record is complete. Personal notebooks and memory do not run the pipeline.
[ACTION] — [REASON] — [DATE/TIME].Required pipeline stages and exit criteria
| Stage | Enter when | Exit only when | Required automation |
|---|---|---|---|
| 01 · New Lead | New form, referral, DM, inbound call, or manual import. | First outbound attempt is logged. | Assign owner, create opportunity, instant internal alert, five-minute SLA timer. |
| 02 · Contacting | Attempt one has started; no two-way qualification yet. | Two-way contact, booking, nurture, or disqualification. | Seven-day contact cadence; stop on reply or booked appointment. |
| 03 · Booked | Strategy call has a valid date/time and assigned closer. | Appointment is confirmed or canceled. | Confirmation, calendar invite, 24h/3h/15m reminders, pre-call brief. |
| 04 · Confirmed | Prospect replies yes, accepts invite, or confirms personally. | Show, cancel, or no-show. | Closer alert; short expectation-set message; reminder workflow continues. |
| 05 · Showed / Decision | Live discovery began. | Won, follow-up, nurture, or disqualified with reason. | Stop appointment reminders; trigger call-closeout task. |
| 06 · Decision Follow-Up | Fit exists but a specific unresolved decision remains. | Dated decision, won, nurture, or lost. | 72-hour decision workflow, task tied to the exact concern. |
| 07 · Payment Pending | Prospect explicitly said yes and approved link was sent. | Payment succeeds or a timed payment issue is resolved. | Payment reminders, failed-payment alert, stop after resolution. |
| 08 · Closed Won | Payment and agreement are complete. | Sales handoff accepted by onboarding. | Receipt, welcome, onboarding alert, sales workflow removal. |
| 09 · No-Show / Reschedule | Prospect is absent five minutes after start time. | New appointment or no-show recovery cadence ends. | Immediate call/SMS, reschedule link, 24-hour recovery sequence. |
| 10 · Nurture | Real future timing; not a disguised unhandled objection. | Trigger date arrives or prospect re-engages. | Approved value nurture; dated reactivation task. |
| 11 · Disqualified / Lost | Not eligible, no problem, no fit, no authority, unreachable after cadence, or explicit no. | Manager-approved reactivation only. | Remove sales automations; record one standardized lost reason. |
Mandatory opportunity fields
- Lead source + campaign.
- Primary health-performance goal.
- Current problem in the prospect’s words.
- Impact / cost of staying the same.
- What they have tried + why it fell short.
- Timeline and decision date.
- Decision participants.
- Plan discussed: Foundations / Pro / Elite.
- Primary objection bucket.
- Next step + exact due date.
Required note template
WHY NOW: [trigger]
CURRENT: [situation / prior attempts]
IMPACT: [work / energy / confidence / family]
DESIRED: [specific future state]
FIT: [eligibility / plan]
DECISION: [who / timing]
CONCERN: [exact words + bucket]
OUTCOME: [won / follow-up / nurture / DQ]
NEXT: [owner + action + date/time]
Dialing & Speed-to-Lead
Fresh intent decays quickly. The first closer to create a competent human conversation has the advantage.
Before each dial block
- Close Slack, email, and unrelated browser tabs.
- Open the GHL Smart List in priority order.
- Wear a headset; test mic, camera, and connection.
- Stand or sit upright. Smile before the dial.
- Read the lead source and last touch—never blind-call a warm lead.
- Dial from the assigned GHL number so every attempt logs.
Priority order
- Fresh inbound: under five minutes.
- Live hand-raise: reply, callback, payment question.
- Today’s appointment: booked-not-confirmed.
- No-show: within 15 minutes of appointment.
- Decision follow-up: task due today.
- Contact cadence: oldest due task first.
Standard new-lead cadence
Stop all automated pursuit on reply, booking, explicit opt-out, or disqualification. Respect calling hours and applicable consent rules.
Call. If no answer, immediately call once more. Send personal SMS + email. Voicemail after second call.
Second single call. No second voicemail.
Call once. Send short question by SMS if no reply.
One morning call and one late-afternoon call.
Call + concise voice note or personal video if approved.
Call with a new angle: clarify what prompted the inquiry.
Final active call + close-the-loop message.
Move to consented value nurture with a dated reactivation task.
“[First name]? Hey, it’s [Rep] with Elevétion. You just requested information about getting a clearer picture of what’s happening with your health. I’m calling while it’s fresh—what was going on that made you reach out today?”
“[First name], it’s [Rep] with Elevétion calling about the information you requested. I had one quick question before we point you to the right next step. Call or text me at this number. Again, [Rep] with Elevétion.”
“Hi [First name]—[Rep] from Elevétion. I just called about your request. What’s the biggest thing you want clearer answers on right now: energy, recovery, long-term health risk, or something else?”
- Never ask “Is this [name]?” Lead with their name naturally, then identify yourself and Elevétion immediately.
- Double dial only on the first fresh-lead attempt or an expected callback—not repeatedly throughout the cadence.
- If they answer, finish the qualification or book the next step while live. Do not create avoidable callback friction.
- Outbound capacity standard: when the booked calendar is below capacity, complete 100 quality outreach attempts across calls, SMS, email, and approved voice/video touches—calls remain the priority.
Five-Minute Pre-Call Procedure
Show up knowing the context, but do not decide the story before hearing the person.
“[First name], [Rep] here from Elevétion. I’ve reviewed what you shared and I’m ready for our call at [time]. We’ll use about 45 minutes to understand what you want clarity on and determine whether our Full Picture approach fits. Here’s the link: [link].”
The C.L.O.S.E.R. Strategy Call
A structured diagnosis of the decision. The letters keep the sequence consistent; your attention keeps it human.
“[First name], good to meet you. We have about 45 minutes. I’ll ask some direct questions about what prompted the call, what you’ve tried, and what you want to understand. If Elevétion looks like a fit, I’ll explain the most appropriate membership and the investment. If it does not, I’ll tell you plainly. By the end, we should have a clear yes, no, or specific next step. Fair?”
CClarify why they are hereFind the trigger, not the polished answer.+
- “What was happening that made you book this call now?”
- “What have you noticed that you can no longer ignore?”
- “Why solve this now instead of six months from now?”
- “What would make this conversation genuinely useful for you?”
LLabel the problemTurn symptoms and frustration into one agreed problem.+
- “When you say ‘off,’ what does that look like in a normal week?”
- “Where does this show up most—work, energy, recovery, confidence, or family?”
- “How long has that been true?”
- “It sounds like the real frustration is not just [symptom]; it’s doing a lot and still not knowing what the full data says. Is that accurate?”
OOverview past attemptsExpose the gap without attacking prior providers.+
- “Walk me through what you have already tried.”
- “What did each approach help with? What stayed unresolved?”
- “What testing have you done, and who helped connect the findings?”
- “How much time, attention, and money have you already spent piecing this together?”
- “What do you believe has been missing?”
Never disparage their physician or prior provider. The contrast is fragmentation versus coordinated interpretation—not “everyone else is wrong.”
SSell the destinationMake the desired future concrete before presenting the vehicle.+
- “If you had objective clarity and the right people reading the data together, what would change first?”
- “Twelve months from now, what would tell you this was one of the best health decisions you made?”
- “Why does that matter beyond the number on a lab report?”
- “What would having a trusted process let you stop doing?”
EExplain the path and concernsRecommend one plan from what they said.+
Ask permission: “Would it be helpful if I showed you how Elevétion would approach the gap you just described?” Then use this bridge:
“Based on what you told me—[current problem], despite [prior attempts], and wanting [desired outcome]—the reason Elevétion may fit is that we do not start with another isolated protocol. We build a broader diagnostic picture, bring the relevant experts into the interpretation, and turn that into a coordinated next-step plan. For your situation, I would recommend [approved plan] because [two reasons tied to their words].”
- Explain only the plan you recommend, then answer relevant comparison questions.
- Use the approved plan sheet verbatim for inclusions, timing, price, guarantee language, and eligibility.
- Check understanding: “What part of that feels most relevant to what you said?”
- Check concern before price: “What questions would you need answered to make a responsible decision?”
RReinforce a clear decisionAsk directly, then respect the silence.+
- Confirm decision process: “Besides you, is anyone else involved in a decision like this?” Ask this before presenting price—not after an objection.
- Present investment plainly using the current approved pricing sheet. No apology, discount improvisation, or nervous feature pile-on.
- Ask: “Would you like to move forward with [plan] and begin the onboarding process today?”
- Pause for eight full seconds. Maintain relaxed eye contact. Do not explain the price again unless asked.
- If yes, enroll live. If concern, run the objection procedure once or twice. If no, release respectfully.
Objection Procedure
An objection is information. Slow down, identify the real category, and solve only what is true.
“That makes sense. When you say [their words], what specifically gives you pause?” → “Other than [concern], is there anything else stopping you from moving forward?” → “So if we can resolve [concern], you would feel comfortable starting today—is that accurate?” → Resolve only that issue → “Does that answer it?” → “Would you like to move forward?” → Pause.
“When you say the investment is the concern, is it that the value is not clear, the funds are not available, or the timing of the payment?”
“I respect that. What will [person] need to understand to decide with you? Let’s schedule a short call with all of us rather than asking you to relay a clinical-service decision secondhand.”
“Of course. Usually that means there is a specific part that is not settled yet. Is it the fit, trust in the process, the investment, the timing, or involving someone else?”
“What would you prefer instead? What would that option need to do that you do not yet believe this plan will do?”
- After two honest loops, do not grind. If the answer remains no, thank them and record the true reason.
- Never coach a prospect to hide a purchase, bypass a spouse, borrow irresponsibly, or ignore their licensed clinician.
- Never answer a clinical objection outside your role. Book the approved clinical clarification step.
Enrollment & Handoff
The close is not complete until money, terms, expectations, and ownership have transferred cleanly.
- Restate the decision: “[First name], we’re enrolling you in [approved plan] because [their two reasons].”
- Confirm legal basics: full name, contact details, location/eligibility, payer, and any required decision participant.
- Send the approved GHL payment link while live. Never collect card numbers in notes, chat, or an unapproved form.
- Stay present while they complete it. Troubleshoot the process, not their willingness.
- Confirm successful payment and agreement. A screenshot, verbal yes, or “pending” page is not collected revenue.
- Move the opportunity to Closed Won. Record plan, collected amount, payment structure, source, and close date.
- Set expectations: name the next contact, what happens next, what they need to prepare, and the exact timeline.
- Trigger and verify onboarding. Confirm the welcome message and internal handoff alert were delivered.
- Introduce ownership: warm handoff to the onboarding/client-success owner; do not disappear after payment.
- Request a referral only at the approved milestone, not during a high-emotion payment moment.
“You’re in. The next step is [step] with [owner] by [time/date]. You’ll receive [welcome / intake / scheduling] by email and text. The goal of the first phase is clarity—completing the right inputs and getting the team the information they need. It is not a promise of a specific health result. Before we finish, what do you need from me to feel clear on what happens next?”
Follow-Up & No-Shows
Follow-up is not “checking in.” Every touch advances a named decision or closes the loop.
Decision follow-up
- Before ending the call, name the only unresolved item.
- Agree on who will do what and schedule the decision call live.
- Send only material that resolves that item.
- Log the exact concern in GHL and set one dated task.
- Use a 72-hour decision workflow unless a real external date requires longer.
- At the deadline: yes, no, or true nurture—never indefinite limbo.
No-show recovery
- At start: join on time; call once.
- +2 min: call again and send personal SMS with link.
- +5 min: mark no-show; remain available.
- +8 min: voicemail + reschedule link.
- +15 min: leave meeting; move stage; create 24h task.
- Same day: one later call; then 1-day and 3-day recovery touches.
“[First name], you said the only open question was [concern], and we agreed you would [action] by [date]. Here is [the exact item] that answers it. Let’s keep our decision call at [time] so we can make a clean yes-or-no decision.”
“[First name], I’m in our Elevétion strategy room now and just tried you. Here’s the link: [link]. I can hold the room until [time]. If something came up, reply RESCHEDULE and I’ll help you move it.”
“[First name], I haven’t been able to reach you, so I’m closing the active loop for now. If getting a clearer diagnostic picture becomes a priority again, reply CLARITY and I’ll help you find the right next step. Wishing you the best.”
Call QA Scorecard
Managers score one full call per closer per week. Closers self-score one segment per day. 85% is passing; any clinical/compliance breach is an automatic fail.
Score the call. Passing is 85% with no compliance breach.
Management Cadence
Coach inputs daily, review game tape weekly, and change the script only from evidence—not from one loud anecdote.
Operating rhythm
- Daily 12-minute huddle: wins, numbers, bottleneck, one objection drill, commitments.
- Daily EOD: reconcile activity, dispositions, collected cash, and orphan-opportunity report.
- Weekly game tape: one win and one loss; listen to exact moments, not rep summaries.
- Weekly 1:1: scoreboard trend, one skill constraint, one behavior commitment.
- Friday calibration: objection patterns, lead quality, plan mix, compliance, script tests.
- Monthly: cohort conversion, source quality, capacity, forecast, and approved SOP revision.
Coaching rule
- Identify the single biggest constraint.
- Show the exact call timestamp.
- State the expected behavior.
- Demonstrate it once.
- Rep performs five clean repetitions.
- Measure on the next five real calls.
Scoreboard definitions
Script Vault
Memorize the intent and sequence. Breathe the script until you can listen without hunting for your next line.
Book the strategy call
“Based on what you shared, the right next step is a private strategy call. We’ll look at the gap, what you’ve tried, and whether Elevétion’s Full Picture process fits. I have [A] or [B]. Which works better?”
Reconfirm commitment
“These calls are prepared for you. Is there any reason you would not be able to make [date/time]? Great—please accept the invite now, and reply YES to the confirmation text.”
Clinical question outside role
“That is a clinical question, and I do not want to guess. My role is to determine fit and explain the membership. I’ll document this and route it through the approved clinical clarification step.”
Payment troubleshooting
“The payment has not confirmed yet. Let’s check the billing details and try the approved link once more. If the bank is blocking it, we’ll pause and set a specific time to complete it—your enrollment is not active until confirmation.”
Respectful disqualification
“Based on what you shared, I do not believe the right move is to enroll you today. The reason is [truthful reason]. I’d rather be candid than force a fit. The best next step is [approved alternative].”
Referral introduction
“Who in your circle is also serious about getting a clearer picture instead of piecing health decisions together alone? If someone comes to mind, a three-way text is the easiest introduction.”
Sources & Responsible Use
This manual is an original Elevétion implementation—not a transcript or reproduction of paid training.
Public Acquisition.com principles used in this operating design include script internalization (“breathe the script”), tone controls, deliberate pauses, five objection buckets, daily drills, weekly game-tape review, consistent scripting, tracked outcomes, focused calling, immediate follow-up, and the C.L.O.S.E.R. sequence.
- Acquisition.com — $100M Sales Team Training
- Acquisition.com — $100M Scaling Roadmap, Stage 1
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- Acquisition.com — official $100M books and resources
Governance: The Head of Sales owns this SOP. Any change to pricing, plan inclusions, eligibility, medical language, payment terms, guarantees, or legal/compliance handling requires written approval before reps use it. Managers may refine talk tracks only after reviewing recorded evidence and versioning the change.