Sales Series Part 5 of 7: Prescribe

Ever had a prospect agree there's a real problem...

...but then freeze when it's time to talk solutions?

That's because identifying the problem and moving toward action are two different emotional journeys.

This is where the Prescribe step in my Benevolent Servant Leader™ sales framework comes in.

You’re not “selling” at this point.

You’re leading.

Leading them out of confusion and toward clarity.

Leading them from stuck to solution.

👣 Quick Recap: The Benevolent Servant Leader™ Sales Framework So Far

In this series, we've been walking through the 6 key phases of a trust-building sales conversation:

1. Connect – Open with warmth, curiosity, and a frame for the conversation

2. Discover – Uncover the real goals, challenges, and dreams behind the surface story

3. Diagnose – Reframe the problem and show them you truly understand their world

Today, we move into Phase 4: Prescribe —
Where you share a clear, simple roadmap that builds confidence and moves the prospect naturally toward action.

Here's what I have for you in this issue:

🛠️  Sales Series Part 5 of 7— Prescribe: How to share the roadmap without overwhelming or overselling

🛠️ The "Prescribe" Phase Call-Prep Checklist: To guide you in offering just enough without giving away your entire playbook

📢 ChatGPT Takes On Google Search: Delivers shopping suggestions, links, and product reviews with multiple citations so you can better understand how it came up with its responses

📢 Anthropic CEO Says AI Must Be Understood Before It Escapes Our Control: Warns that understanding AI models’ inner workings is not optional

🧠 Why the Prescribe Phase Matters

When you prescribe the right way, you create three advantages:

✅ You make the future tangible
✅ You lower resistance without high-pressure tactics
✅ You position your offer as the natural next step—not a risky decision

The goal isn’t to brain-dump everything you know.

It’s to show a clear, credible path to the outcome they want most.

🎯 Your 3-Part Goal in the Prescribe Phase

Clarify the What

➜ Define the key milestones ahead

Build Believability

➜ Show why this path works (stories, examples, proof)

Leave Curiosity for the How

➜ Hint at the mechanics, but reserve the depth for your paid work

💭 “Here’s what we would focus on first: tightening your offer positioning, installing a simple sales follow-up system, and streamlining your delivery process. Together, these three shifts would double your close rates and reclaim 10+ hours a week for you.”

Notice: no overwhelming detail.

Just clarity + confidence.

💡 The Prescribe Script

“Based on everything we’ve discussed, I recommend focusing on [Priority #1], [Priority #2], and [Priority #3].

Each one directly targets the core issues we uncovered—and together, they’ll move you from [current state] to [desired state].

Would you like me to walk you through what that could look like in practice?”

This script shifts you from consultant to guide.

From information-dumper to trusted leader.

🛤️ Pathway Examples

“You don’t need a bigger ad budget—you need a 3-step nurture system for your current leads first.”

“You don’t need 10 more hires—you need to reengineer your workflow so your best people aren’t bogged down.”

“You don’t need more social media—you need a compelling offer that cuts through the noise first.”

Keep it simple.

Make the first few steps so achievable they can almost taste the win.

🧠 Pro Tips

1. Anchor your roadmap to emotional drivers.

Surface goals are logical.

But buying decisions are emotional.

💭 “This gives you back your time.”
💭 “This builds the freedom you’ve been working toward.”
💭 “This finally gets you the control and breathing room you’ve earned.”

2. Use small commitments to build momentum.

Instead of asking for a massive leap, invite the next manageable step.

💭 “The first step would be a strategy call to map your exact workflow. We can knock that out in 60 minutes.”

Clarity + Simplicity = Action.

📌 This Week’s Action

Before your next call:

✅ Map out the 3 critical milestones you’d prescribe
✅ Prepare one mini-case study or proof point per milestone
✅ Craft a simple “next step” invitation you can deliver with confidence

Small hinges swing big doors.

Especially at this phase.

📢 This Week’s Tools

🖼️ Canva Visual Proposal Templates – Create a 1-page “Transformation Map” in minute

🎙️ Sybill – Record your calls and get sales coaching to make you a better Benevolent Servant Leader™ sales professional.

🔚 The Big Takeaway

You don’t close by impressing people with everything you know.

You close by leading them with simplicity, confidence, and clarity.

Be the person who makes action feel easy and obvious—not overwhelming or risky.

That's what trusted advisors do.

🔜 Next Week: Offer 🤝

Once you’ve shown the path, it’s time to present the invitation.

In Part 6 of this series, I’ll show you how to frame your offer so it feels like a natural, safe, and exciting next step—not a high-pressure pitch.

Stay tuned!

Want to dive deeper? Check out these related articles:

🔎 Sales Series Part 2 of 7: Connect
🔎 Sales Series Part 3 of 7: Discover

You might also find these interesting:

👉 How to Get Paid a Premium for Your AI-Powered Consulting Services
👉 How To Master AI Strategy & Scale Your Consulting Business Faster

P.S.: When you're ready, here are more ways I can help you...