Internal. Not public. Your field manual — grab a script and go.
Most salespeople pitch. They talk about features, dump information, and hope something sticks. The prospect's brain hears a pitch and does one thing: resists. Nobody likes being sold.
This manual is built on NEPQ — Neuro-Emotional Persuasion Questions — the selling methodology developed by Jeremy Miner (founder of 7th Level). The core insight: people don't change their minds because you told them something. They change their minds because they discovered it themselves. Your job isn't to convince anyone of anything. Your job is to ask the kind of questions that let the prospect convince themselves they have a problem worth fixing — and then let them choose the fix.
Everything in this manual — every script, every objection response, every DM — is original material I wrote for Rapid Deploy, applying NEPQ's principles to your offers and your leads. The method is Miner's. The words are yours.
Forget "Konrath does strategy, Barrows does openers, NEPQ does discovery." That's three tools in a belt, and belts slow you down. This manual fuses them into one motion — because in your sale, they were never separate things.
Here's the fusion: every line you send is a question (NEPQ) that could only be asked of this person (Barrows) about a priority that's already urgent to them (Konrath). The question IS the personalization IS the priority challenge — inseparable. If any one of the three is missing, the line doesn't go out.
Why it fits your business: your triggers ARE the fusion. A wifi complaint in a review is simultaneously personal (it happened to them), urgent (it's costing bookings right now), and a question waiting to happen ("how much does one review like that cost?"). Your lead table hands you all three at once. Most salespeople have to manufacture at least one of them. You just have to not waste it.
So there are no more "Barrows sections" and "NEPQ sections." There's one standard every message must pass — the SNAP filter in Section 4 — and one motion: ask the question that makes the status quo uncomfortable. The 3x3 ritual (Section 3) is how you load it. The 6-stage flow (Section 7) is what happens after it lands.
Barrows' rule: before ANY outreach, spend 3 minutes finding 3 personal or professional nuggets about the prospect — and USE them. Here's the 5-line version, built for your leads table:
The bar: the prospect should feel this message could only have been sent to them. If it could go to fifty marinas, it's not ready.
Your real competitor isn't another installer. It's "we've been fine so far." More of your deals will die to inertia than to any rival — the cabin owner tolerating dead signal, the STR owner absorbing wifi complaints, the lodge that's "managed without it for years." Nobody fires the status quo without a reason. Your job is to make the cost of staying put more uncomfortable than the cost of moving.
The status-quo diagnosis. When you hear comfort, don't attack it — measure it. Three questions expose it: - "What's it costing you to live with this?" (They've never added it up. Make the invisible visible.) - "What changed that makes now different?" (Something always shifted — a bad review, a storm season, a new buyer. Find it.) - "If nothing changes for another year — where does that leave you?" (Projects the cost forward. The status quo only survives when the future looks like the past.)
The SNAP filter. Before ANY message goes out — DM, follow-up, voicemail — run it through four checks: - Simple: Can they act in one step? (Reply to one question. Book one audit. Not "let me know what you think about our services.") - iNvaluable: Does it contain something they can't get anywhere else? (Your measured signal data. The licensed-site map around their property. The review math. Never generic advice.) - Aligned: Does it tie to THEIR priority — bookings, reviews, property protection — not your offer? - Priority: Does it connect to something already urgent? (Storm season. A fresh bad review. A SOLD sign on a rural lot.)
If a message fails any one of the four, rewrite it or don't send it.
Offer ↔ priority map. Never pitch an offer. Attach it to the priority it already serves: - Cabin Watch ↔ storm season is coming; the property sits empty; freeze/leak/power is when-not-if - STR badge ↔ a wifi complaint is already in the reviews; every week it sits there costs $200+ nights - Free audit ↔ it's free, it's guaranteed ("can't get you connected, don't pay"), and it answers the question they're already asking - Grand Slam ↔ they need the full picture before spending on gear; 100% credited to install - Realtor report ↔ their buyer is asking about signal right now; the report closes the gap - White-label ↔ the far-out site they'd rather not drive to; $197 vs. a wasted day - EOC retainer ↔ the next storm doesn't negotiate
Pitch slapping is what kills most deals. That's when you pitch your solution before the prospect has told you they have a problem. It sounds like this:
❌ "Hi, I'm Jonathan from Rapid Deploy, we do signal booster installs and Starlink setups across Vancouver Island, our audits start at—"
The prospect's brain hears: salesperson. Defend. You've lost before you started.
The iron rule: you do not mention your offer until the prospect has described their problem, felt its cost, and described what "fixed" looks like — in their own words. That usually takes 10–15 minutes of questions. It feels slow. It closes faster than pitching ever will.
When you catch yourself about to explain what you do — stop. Ask another question instead.
In NEPQ, how you ask matters as much as what you ask. There are three tones. Use the wrong one and a good question dies.
① Curious (for facts). Light, genuinely interested. Like you're learning something.
"So how's the cell signal actually treating you out there day to day?"
② Concerned (for problems). Slower. Softer. Like it actually bothers you that they're dealing with this.
"When the signal drops during a storm… what does that do to you?"
③ Playful (to keep it human). A little smile in your voice. Breaks tension, especially around money or commitment.
"So on a scale of 'mildly annoying' to 'I'm about to throw the phone in the ocean' — where are we?"
Rule of thumb: Facts = curious. Pain = concerned. Awkward moments = playful. If you only remember one thing: never sound like a salesperson. Sound like a neighbour who happens to know towers.
Every sales conversation — phone, DM, or dock-side — runs this sequence. Don't skip stages. Don't reorder them.
Goal: you're a human, not a pitch machine. Get them talking about themselves. - "How long have you been out at [place]?" - "What brought you to the island in the first place?" - "Busy season treating you alright so far?"
Listen. React like a person. Then move on.
Goal: understand what they have now. No judgment. - "What are you running for connectivity right now — cell booster, Starlink, just hoping for the best?" - "Who's your cell carrier out there?" - "How many people rely on the connection — just you, or guests/staff too?"
Goal: get THEM to name the problem. Don't name it for them. - "When the signal drops — what does that actually look like for you?" - "Has it ever cost you something real? A booking, a work call, peace of mind?" - "Is it getting better, worse, or just… always kind of bad?"
Goal: make the cost of doing nothing felt. This is where deals are won. Slow down here. - "How long has this been going on?" - "What happens if this doesn't get fixed before winter?" - "If a guest leaves a review saying the wifi didn't work — what does that cost you?" - "What's the worst version of this? Like, the thing that keeps you up?" - "If nothing changes a year from now, where does that leave you?"
Let silence work. Don't rescue them from the pause. The pause is where they convince themselves.
Goal: they tell YOU what the fix looks like. Now you know exactly what to offer. - "If this were handled — like actually handled — what would that look like day to day?" - "What would you need to see to feel confident it's sorted?" - "Have you looked into fixing it before? What stopped you?"
Goal: they choose. You facilitate. Never push. - "Sounds like getting someone qualified to actually map what's going on out there would answer most of this. Would it make sense to have me come take a proper look?" - "I've got two ways we do this — a free audit where you put down a $97 refundable deposit to hold the slot, or the full Grand Slam where I map everything and it's 100% credited if you move ahead. Which feels right for where you're at?"
Then stop talking. First one to speak loses.
Each script: DM opener → phone opener → the 6-stage flow with category-specific questions → the commitment ask → top objections handled NEPQ-style (question through it, never argue). Use verbatim tomorrow morning.
Angle: Starlink + marine connectivity. These people sell moorage to boaters who expect to work from the boat. Offer path: Free Audit → Grand Slam → install. Care Plan as follow-on.
DM opener (fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. More boaters working from the dock now — are yours asking about wifi yet?"
Barrows follow-up (value-add, never "just checking in"):
"Pulled the licensed-site data around [location] — [X] sites in range of the docks, here's the honest picture in one paragraph: [insert]. Want the full read?"
Phone opener:
"Hey [name], it's Jonathan — I do connectivity work around the island, mostly helping places where the signal should work but doesn't. Not selling anything, just curious — are your liveaboards and transients asking about wifi or cell signal much these days?"
Stage B (Situation): - "What do you guys offer for connectivity right now — marina wifi, or is everyone on their own?" - "How's the cell signal on the docks themselves?"
Stage C (Problem awareness): - "When a boater can't get signal at the dock — do you hear about it?" - "Has anyone ever picked a different marina over connectivity, that you know of?"
Stage D (Consequence): - "How long has the dock wifi situation been like this?" - "If a transient boater leaves a review mentioning no signal — what does that do to the next booking?" - "Winter's coming — do you get boats stored with owners wanting to check on them remotely?"
Stage E (Solution awareness): - "If the docks just… worked — what would that change for you?" - "What would you need to see to know it's actually sorted, not just another router on a pole?"
Stage F (Commitment):
"Makes sense to have someone actually map the signal across the marina before guessing at gear. I do a free audit — $97 refundable deposit just holds your slot — or the Grand Slam where I map the whole property and it's fully credited toward any install. Which one's the better fit?"
Objections: - "Our boaters use their own Starlink." → "Totally — a lot do. Out of curiosity, what do the ones who don't have it do? And when they're at the dock — is the cell signal enough for a call?" (Concerned tone. You're surfacing the gap, not arguing.) - "Not in the budget right now." → "Fair enough. Can I ask — when you say budget, is it that the money's not there, or that you're not sure it'd actually fix anything?" (Separates real objection from uncertainty. Then:) "That's exactly why the audit exists — you find out what's actually wrong before spending a dollar on gear. And if I can't get you connected, you don't pay."
Angle: Guest wifi pain. Campers expect connectivity; parks in dead zones get the reviews. Offer path: Free Audit → Grand Slam → install. STR Badge logic applies — adapt the language.
DM opener (fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. When the park's full, does the wifi hold — or is that when complaints start?"
Barrows follow-up (value-add, never "just checking in"):
"Checked your park against the coverage map — here's what the signal actually looks like out there in one paragraph: [insert]. No pitch, just thought you'd want the real picture."
Phone opener:
"Hey [name], Jonathan here — I help island properties sort out dead-zone connectivity. Not pitching, just wondering — how's the cell signal treating your campers these days?"
Stage B: - "What do you currently offer for wifi — park-wide, office-only, or nothing?" - "Which carrier seems to work best out there, if any?"
Stage C: - "When campers can't get signal — do they tell you, or do you find out in a review?" - "Has it ever cost you a return visitor, that you know of?"
Stage D: - "How long's it been like that?" - "One bad review mentioning no wifi — how many $60-a-night bookings do you figure that costs over a season?" - "What happens if it stays like this through next summer?"
Stage E: - "If the whole park just had solid signal — what would that be worth to you?" - "What would you need to see to believe it's actually fixable out there?"
Stage F:
"The honest move is to map it properly before anyone talks gear. Free audit — $97 refundable deposit holds the slot — or the Grand Slam, full property map, 100% credited toward install. Which makes sense?"
Objections: - "Campers come here to disconnect." → (Playful) "Ha — some do! Can I ask though — the ones who don't want to disconnect… what do they do? And do the 'disconnect' crowd still expect to check in with family?" (Concerned) "When someone can't reach their kids from the campsite — how does that land?" - "We tried a booster once, didn't work." → "That's actually really common — most boosters are installed without mapping the signal first, so they're pointed at the wrong tower or the wrong band. Can I ask — did anyone actually measure the signal before installing it, or was it more of a 'stick it on the roof and hope' situation?" (You're diagnosing, not defending. Then:) "That's why I audit first. I spent a decade building these towers — I map what's actually reaching your property before recommending anything."
Angle: Two-track. In-season lodges = guest wifi. Most fishing lodges CLOSE mid-October → winter pitch is unattended-property monitoring (Cabin Watch). Offer path: Guest wifi → Free Audit/Grand Slam. Off-season → Cabin Watch ($899 + $890/yr).
DM opener (in-season — fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. Guests expect signal even way out there now — is the property keeping up?"
DM opener (closing for winter — fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. Property sits empty all winter — who'd know if a pipe froze?"
Barrows follow-up (value-add, never "just checking in"):
"Put together a one-pager: the 3 things that fail first in unattended lodges over winter (freeze, leak, power) and what catching them early is worth. Want me to send it?"
Phone opener:
"Hey [name], it's Jonathan — I do connectivity and remote monitoring for island properties. Curious — how do you handle the place through the off-season? Anyone on site, or does it sit empty?"
Stage B: - "What are you running for connectivity when you're operating — and what stays on through winter?" - "If a pipe freezes or the power drops in January — how do you find out?"
Stage C: - "Has anything ever gone wrong over winter that you found out about too late?" - "When guests can't get signal during the season — does it come up?"
Stage D: - "What's a burst pipe cost out there — with the remoteness, getting someone in?" - "How long has the property been sitting unmonitored through winters?" - "If something happened in February and nobody knew until spring — what's the worst version of that?"
Stage E: - "If you could just know — temperature, water, power — from your phone all winter — what would that be worth?" - "What would you need to see to trust a monitoring setup out there?"
Stage F (Cabin Watch):
"That's exactly what Cabin Watch is built for — sensors for freeze, leak, and power, monitored year-round. $899 installed, $890 a year. Before any of that, I'd come audit the property — free, $97 refundable deposit holds the slot — and map what the signal actually looks like out there, because the monitoring is only as good as the connection behind it. Want me to take a look?"
Objections: - "We've managed fine without it for years." → "Sounds like you've been lucky — or careful. Can I ask — is it that nothing's ever happened, or that you've just caught things in time so far?" (Pause.) "What's the one winter where it does happen — what does that cost?" - "That's expensive." → "Compared to what, though? A burst pipe in a remote lodge — what's the repair bill when nobody finds it for three months?" (Let them answer.) "Yeah. That's the math the audit answers for free — whether your property even needs it, and what the signal can actually support."
Angle: Reviews are revenue. One "wifi didn't work" review costs multiple $200+ nights. The $399 badge is the no-brainer. Offer path: STR Badge ($399/yr) → audit for problem properties.
DM opener (fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. How much does a review like that cost before it scrolls off?"
Barrows follow-up (value-add, never "just checking in"):
"Screenshot attached — your review mentioning the wifi, with the math: one review like that ≈ [X] lost $200+ nights. The Verified Connected badge ($399/yr) answers the wifi question before guests ask it. Want the details?"
Phone opener:
"Hey [name], it's Jonathan — I work with island STR operators on connectivity. Not selling, just curious — across your listings, is wifi ever the thing guests complain about?"
Stage B: - "How many listings are you managing right now?" - "What's the connectivity setup across them — consistent, or does it vary by property?"
Stage C: - "Has a guest ever mentioned wifi or signal in a review? What did that do?" - "Do you know which of your properties are in actual dead zones versus just needing better gear?"
Stage D: - "One bad review about wifi — how many $200-plus nights do you figure that costs before it scrolls off?" - "How long has [property] been sitting in a dead zone without anyone mapping it properly?" - "If a Superhost-level listing drops half a star over connectivity — what does that do to occupancy?"
Stage E: - "If every listing just had verified, working connectivity — and you could prove it to guests — what would that change?" - "What would you need to see to put a 'verified connected' badge on a listing with total confidence?"
Stage F:
"That's what the Verified Connected badge is — $399 a year per property, I verify the connectivity and you get a date-stamped badge for the listing. It answers the wifi question before guests even ask it. Want me to start with your trickiest property — free audit, $97 refundable deposit holds the slot?"
Objections: - "Our wifi is fine." → "Good — then this is easy money. Can I ask — do you know it's fine at every property, or is it more that nobody's complained lately?" (Pause.) "Because the badge isn't for fixing problems — it's for proving there aren't any. Guests book the listing that proves it." - "I need to think about it." → "Of course. Can I ask — what specifically do you need to think through? Is it whether the properties need it, or whether the badge itself does anything?" (Isolate it.) "If it's whether they need it — that's literally what the free audit answers. No commitment beyond the deposit, which comes back if you no-show… actually no — it's forfeited on no-show, refunded after. So the only way you lose it is standing me up." (Playful.)
Angle: Two plays. (1) SHOW DON'T TELL: free connectivity report for one of their ACTIVE rural listings. (2) New rural buyers need connectivity setup — be their guy. Offer path: Realtor Partner (FREE) → referral flow.
DM opener (fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. I make free connectivity reports for rural listings — real signal data buyers can see. Want one for yours?"
Barrows follow-up (value-add, never "just checking in"):
"Made you a sample connectivity report for the [area] so you can see exactly what your buyers would get — one page, real data. Want me to send it over?"
Phone opener:
"Hey [name], it's Jonathan — I map cell signal for rural properties around the island. I do free connectivity reports for realtors' active listings — gives your buyers real data instead of 'signal seems okay.' Got 2 minutes?"
Stage B: - "How many rural or acreage listings are you carrying right now?" - "When buyers ask about cell signal — what do you tell them currently?"
Stage C: - "Has a deal ever wobbled because the buyer couldn't get a straight answer on connectivity?" - "Do you ever lose showing momentum when someone's phone shows no bars at the property?"
Stage D: - "If a buyer loves the property but can't work remotely from it — what happens to that deal?" - "How long have you been answering the signal question with a guess?" - "What's it cost you when a rural listing sits because remote workers pass on it?"
Stage E: - "If every rural listing came with a real connectivity report — what would that do for your showings?" - "What would the ideal version of this look like — you just send me the address and get a report back?"
Stage F:
"That's the Realtor Partner setup — it's free, no referral fees, none of that. I do the connectivity report for your listings, and when your buyers need the actual install, you send them my way. Want me to run one for your [area] listing this week so you can see what it looks like?"
Objections: - "I already tell buyers to check with their carrier." → "Sure — and what do the carriers say? 'Coverage maps show…' Can I ask — have you ever watched a buyer pull up a carrier map at a property with no bars?" (Playful, then concerned.) "The maps are built from my old industry's licensed-site data — and a licence doesn't mean there's a tower. My reports are measured on site. Which one would you rather hand a buyer?" - "What's the catch?" → "Honest answer? No catch on the report — it's free. The business model is simple: some of those buyers need installs, and you'll be the realtor who introduced the guy who fixed it. I don't do referral fees — I'd rather you just keep sending people. Fair?"
Angle: White-label audits ($197/site). They have customers; you have tower expertise and ISED data. DO NOT pitch against them. Offer path: White-label partnership.
DM opener (fused: reason → question, under 20 seconds):
"Hey [name] — [trigger]. Far-out site, long drive for a maybe — what do you do with those?"
Barrows follow-up (value-add, never "just checking in"):
"Attached a sample white-label audit report — your branding, my signal data. This is exactly what your customer would see. Worth a 10-minute call?"
Phone opener:
"Hey [name], Jonathan here — I spent a decade on towers. I do something pretty specific: white-label signal audits for wireless installers. When you've got a site that's a long drive for a maybe — I go map it, you get the report with your name on it. Worth a quick chat?"
Stage B: - "How do you currently handle site surveys for the far-out jobs?" - "What does a wasted trip cost you — fuel, day rate, all of it?"
Stage C: - "Ever quoted a job off a coverage map and then found out the reality on site?" - "How many surveys a month do you figure aren't worth rolling a truck for?"
Stage D: - "What's a day burned on a dead-end site survey actually cost you?" - "If you could quote remote jobs with real signal data instead of guessing — what would that do to your close rate?"
Stage E: - "If someone just handed you a proper signal map for the tricky sites — what would that be worth per site?" - "What would you need in the report to quote confidently off it?"
Stage F:
"That's the white-label setup — $197 a site, report comes back with your branding, your customer never sees me. Want to trial it on the next far-out survey you've got? If the report doesn't save you the trip, don't pay for the next one."
Objections: - "We do our own surveys." → "Of course — and you should for the ones that make sense. I'm talking about the ones that don't — the four-hour drive for a maybe. What do those cost you?" (Pause.) "I'm not replacing your process. I'm the guy you call for the jobs you'd rather not drive to." - "$197 is steep for a survey." → "Compared to the truck roll? What's the fuel and day rate on a wasted trip to [remote area]?" (Let them answer.) "Right. So the question isn't whether $197 is steep — it's whether it's cheaper than the drive. Want to test it on one?"
Angle: Respectful partnership. Community facilities, housing, and economic development need connectivity. You are a guest in this conversation — listen more than you talk. Offer path: Relationship first. Audit or EOC retainer only when invited.
DM/email opener (fused: reason → question, under 20 seconds — respectful, listen-first):
"Hello [name] — [trigger]. I'm Jonathan — ten years building the towers the signal comes from. Is connectivity keeping up with the community's plans? Happy to listen first, no pitch."
Barrows follow-up (value-add, never "just checking in"):
"No pitch — just wanted to share the licensed-site map for the [area] in case it's useful for the Nation's planning. Happy to walk through it if that's ever helpful."
Phone opener:
"Hello [name], it's Jonathan — I do connectivity work for rural properties around the island. I'm calling to learn, honestly — is connectivity something [Nation/organization] is working on for community facilities? If now's not the time, I completely understand."
Stage B: - "Which facilities matter most day to day — band office, health centre, housing?" - "What's the connectivity like at those sites currently?"
Stage C: - "When the connection drops at [facility] — what does that mean for the people there?" - "Has it affected programs or services, that you know of?"
Stage D: - "How long has [site] been dealing with this?" - "If the health centre can't get signal during an emergency — what's at stake?" - (Gentle, concerned — never dramatic.) "What would reliable connectivity change for the community?"
Stage E: - "If this were handled properly — what would that look like for the community?" - "Who else would need to be part of that conversation?"
Stage F:
"I'd be glad to come take a proper look — a full audit, no cost, no obligation — and give you real data on what's reaching the site. Then it's your decision entirely, on your timeline. Would that be useful, or is there someone else I should be speaking with first?"
Objections / deflections: - "We're working with [government program] on this." → "That's good to hear — those programs matter. I'm not here to get in the way of that. If there's ever a gap — a site the program doesn't cover, or ground-truth signal data you need — I'm around. Can I leave you my number for if that comes up?" - "Now's not the right time." → "I respect that completely. Can I ask — is there a better time to check back, or someone else I should introduce myself to?" (Accept the answer gracefully. Leave the door open, never push.)
Standing rule for this category: You earn the right to propose by listening first. One respectful conversation beats ten follow-ups. Never frame the Nation as a "lead" in any communication they might see.
NEPQ rule: never argue with an objection. Question through it. The objection is usually not the real objection — your questions find the real one.
"I can absolutely get you pricing — and I will. Can I ask first — what are we pricing? Because the fix for a dead-zone cabin and the fix for a marina are completely different animals, and I'd rather give you a real number than a guess. What's the situation out there?"
Why it works: you honour the question without pitch-slapping a number onto an undiagnosed problem.
"Of course — you should. Can I ask, just so I point you the right way — what specifically do you need to think through? Is it whether it'll actually work out there, or more the money side?"
Isolate the real concern. Then handle THAT with questions. "Think about it" is never the real objection.
"Good — that's a solid start. Can I ask — is it handling everything, or are there still gaps? Like cell signal around the property, or when the power drops?" (Never quote Starlink plan prices. Never trash Starlink.)
"Happy to — what specifically would be useful? Because I've got a lot of info and most of it won't apply to you. Is it the audit process, the pricing, or…?" (If they can't name what they want, they won't read it. Get the real question.)
"Absolutely — you should. Can I ask — do you think they'd see it the same way, or would they have different concerns?" (Surface the hidden objection.) "What would they need to hear to feel good about it?" (Now you know what to arm them with.) "Want me to put together the short version you can show them — just the audit part, nothing else?"
"Fair. When would be the right time?" (Make them name it.) "And between now and then — what changes?" (If nothing changes, the timing objection is cover for something else.)
"I hear you — and honestly, that's exactly why I'm calling now. Storm season is [X] weeks out. Once the first big storm hits and the power drops, we're past the point where monitoring helps — we're into damage control. Can I ask — what's the plan if something happens out there in January?" (Concerned tone. The calendar is your ally. Don't be pushy — be the person who warned them.)
"That's genuinely good — means you've been careful. Can I ask — what's it costing you to keep it that way? The checking, the worrying, the catching things just in time?" (Pause. Let them add it up — they never have.) "And what changed that has you talking to me about it now?" (Something always shifted. Wait for it.) "Because 'fine so far' is the most expensive sentence in property ownership — it works right up until the one winter it doesn't. What's that winter cost?"
Why it works — all three at once: NEPQ questions them through it instead of arguing; Barrows keeps it relevant ("talking to me about it now" ties to THEIR reason); Konrath names the status-quo cost out loud. One breath, not three tactics.
The leads table is the system. The system only works if you feed it. And under Barrows' rule, "just checking in" is banned — every touch carries value or a new reason, or it doesn't go out.
Every selling day, 5 touches. A touch = a DM sent, a call made, a follow-up logged. Not 5 closes — 5 touches.
The pattern: give before you get. The value arrives before the ask, every time. 5. Log immediately after: - Last touch: today's date (or hit the "Touched" button) - Next step: the specific next action + date ("Call Thursday", "Send audit booking link") — and note WHAT value the next touch will carry, so it's never empty. - Status: move it if it moved. Be honest — "Lost" is data, not failure. 6. Never end the day with a blank Next step. Every active lead has a next step with a date. No orphans. 7. Friday review (15 min): filter by "Follow-up" — anyone whose next step passed with no movement gets one more value-carrying touch or moves to "Not now."
The duplicate rule: before adding ANY lead, the table warns you if the business name looks familiar. Trust it. One lead, one row, one owner — you.
The Barrows persistence rule: follow up as many times as it takes — but each touch needs a NEW reason. Touch 2 brings the snapshot. Touch 3 brings the seasonal angle. Touch 4 brings the guarantee. If you can't think of anything new to bring, the lead isn't ready — move it to "Not now" and let the sweep find you a fresh trigger.
Methodology credit: NEPQ (Neuro-Emotional Persuasion Questions) was developed by Jeremy Miner, founder of 7th Level. The "make it about them" opening and follow-up frameworks — reason-before-question outreach, the 3x3, value-carrying follow-up — come from the sales methodology taught by John Barrows. The status-quo battle, SNAP filter (Simple, iNvaluable, Aligned, Priority), trigger-based entry, and crazy-busy-buyer brevity come from Jill Konrath's SNAP Selling. This manual fuses all three into one method in original material written for Rapid Deploy Technologies Inc. It is not affiliated with or endorsed by Jeremy Miner, 7th Level, John Barrows, or Jill Konrath.
Guarantee on everything: "Can't get you connected, don't pay."