Standards & Status in Sales

Standards & Status in Sales

How High Earners Set Boundaries and Command Respect

Introduction: A Lesson in Standards

I learned about standards the hard way on a sales call. Here's what happened:

First call with a potential coach - I was 15 minutes late. He stayed on but had to leave after 15 minutes for his next appointment.

Second call - I was 2 minutes late. He wasn't there. Got a message: "This is the second time you've been late. I don't work with people who don't respect the schedule."

That was it. No anger, no drama. Just a boundary.

Result? I never missed another call with him. I respected him more, not less. I ended up buying two packages. Later learned he worked with Brian Tracy and Tony Robbins.

The lesson: High earners don't beg or chase. They set standards and stick to them.

The Core Principle

How Different Income Levels Approach Sales

$2K
per month
$20K
per month

The difference isn't personality - it's standards.

How Most Salespeople Operate:

  • Accept any meeting time
  • Chase unresponsive prospects
  • Apologize for their prices
  • Take on problem clients
  • Follow up desperately
  • Discount to close deals

How High Earners Operate:

  • Set specific availability
  • Qualify prospects first
  • State prices confidently
  • Fire bad clients
  • Follow up strategically
  • Hold prices firm

Status Through Behavior

The Status Scale

Low Status
High Status

Low Status Behaviors

  • ↓ Respond immediately
  • ↓ Always available
  • ↓ Over-explain
  • ↓ Accept poor treatment
  • ↓ Negotiate against self

High Status Behaviors

  • ↑ Set response windows
  • ↑ Clear availability
  • ↑ State facts simply
  • ↑ Walk away from bad fits
  • ↑ Hold your position
People respect what you respect.
If you don't respect your time, expertise, and value,
neither will they.

Communication Standards

Weak Communication Examples:

  • "Just following up!"
  • "Sorry to bother you..."
  • "Whenever works for you!"
  • "I can definitely work with your budget"
  • "Just checking in again..."

Strong Communication Examples:

  • "I was thinking about your situation..."
  • "Quick insight for you..."
  • "I have Tuesday at 2pm or Thursday at 10am"
  • "The investment is $X"
  • "Based on our last conversation..."

The Three-Touch Follow-Up System

Touch 1 (Day 3):

"Been thinking about your [specific challenge]. One approach that might help: [specific insight]."

Touch 2 (Day 7):

"Came across this resource relevant to what we discussed: [link/resource]."

Touch 3 (Day 14):

"Final follow-up on our conversation. If you're ready to move forward, I have availability next week. If not, best of luck with [their challenge]."

After this: No more contact.

Sales Call Standards

Low-Standard Call Approach

  • Let prospect set the agenda
  • Talk most of the time
  • Avoid difficult questions
  • Accept surface-level answers
  • End without clear next steps

High-Standard Call Approach

  • Set the frame upfront
  • Listen 80% of the time
  • Ask uncomfortable questions
  • Dig for real answers
  • End with yes or no

The Professional Call Framework

Opening

"We have 30 minutes. I'll ask specific questions to understand if I can help. By the end, you'll know if this makes sense. Sound good?"

Key Questions

1

"What's the real problem here?"

2

"How long has this been going on?"

3

"What's it costing you?"

4

"What have you tried?"

5

"What happens if nothing changes?"

Closing

"Based on everything you've shared, I can help. The investment is $X. We can start [date]. Are you in?"

This framework helps you control the conversation while providing real value.

Handling Common Situations

When Someone's Late

What Most Do: Wait indefinitely, say nothing, accept the disrespect

What High Earners Do:

  • First time: "I have another call in 30 minutes. Let's maximize our time."
  • Second time: Don't show up. "This is the second time. Please reschedule when you can commit."

When They Want to "Think About It"

What Most Do: "Sure! Take your time! I'll follow up!"

What High Earners Do: "What specifically do you need to think about? Let's address it now."

When They Question Price

What Most Do: "I could offer a discount..." or "Let me see what I can do..."

What High Earners Do: "The investment is $X. Will this solve your problem and deliver the ROI you need?"

The Psychology of Respect

People respect what you respect. If you don't respect your time,
expertise, and value, neither will they.

Professional
Respect
Clear
Boundaries
Consistent
Enforcement
No Emotional
Reactions

Common Mistakes:

  • Setting boundaries then breaking them
  • Getting emotional when tested
  • Making exceptions regularly
  • Apologizing for standards

Practical Implementation

Standards
Implementation
Process
Week 1
Basic Standards
Week 2
Communication
Upgrade
Week 3
Sales Process
Week 4
Full Integration
WEEK 1
WEEK 2
WEEK 3
WEEK 4

Week 1: Basic Standards

  • Set specific hours for calls
  • Create email response windows
  • Stop saying "sorry" unnecessarily
  • Practice saying no

Week 2: Communication Upgrade

  • Rewrite follow-up templates
  • Remove desperate language
  • Add value to every touchpoint
  • Implement the three-touch system

Week 3: Sales Process

  • Create a call framework
  • Practice better questions
  • Stop chasing bad fits
  • Set clear next steps

Week 4: Full Integration

  • Audit all interactions
  • Identify where you break standards
  • Commit to consistency
  • Track improvements

Real-World Examples

Email Example - Before:

"Hi! Just following up again! Really hoping to connect! Let me know when you have time! Thanks!!!"

Email Example - After:

"John, thinking about your inventory challenge. Here's an approach that might help: [specific insight]. If you'd like to discuss, I have time Thursday at 2pm."

Price Discussion - Before:

"My rate is usually $5,000 but I could do $4,000 if that helps?"

Price Discussion - After:

"The investment is $5,000. Based on your current losses, this pays for itself in 60 days."

Status Assessment

Evaluate your current status behaviors and identify opportunities for improvement

Rate yourself on each behavior to see where you fall on the status scale. Be honest—this is for your eyes only.

1. Response Time

Low Status High Status

How quickly do you typically respond to client messages?

2. Pricing Discussions

Low Status High Status

When discussing your rates with potential clients, you typically:

3. Client Boundaries

Low Status High Status

When a client makes unreasonable requests, you:

Your Status Assessment

Low Status High Status
0 out of 15

What This Means

Recommended Next Steps

Value Proposition Visualizer

See how status behaviors affect your client relationships

How Clients See You

Drag the slider to see how status behaviors change client perception

Low Status High Status

Commodity Service Provider

  • Interchangeable with competitors
  • Valued primarily for low price
  • Expected to be always available
  • Follows client's lead and processes
  • Easily replaced if inconvenient

Trusted Expert Advisor

  • Unique expertise and perspective
  • Valued for transformative results
  • Respected professional boundaries
  • Leads with proven methodology
  • Relationship viewed as investment

High-status behaviors position you as an expert with unique value, not just another service provider.

Your Pricing Power

Drag the slider to see how status behaviors affect your ability to command premium rates

Low Status High Status
Low Status
$X
High Status
$5X

Low Status Pricing Factors

  • Competing primarily on price
  • Offering discounts proactively
  • Negotiating against yourself
  • Justifying rates with time spent
  • Accepting scope creep without charging

High Status Pricing Factors

  • Pricing based on value delivered
  • Confidently stating your rates
  • Walking away from price-focused clients
  • Charging for your expertise, not just time
  • Clear boundaries on scope and deliverables

Client Quality Transformation

Drag the slider to see how status behaviors affect client relationships

Low Status High Status

Low-Status Client Relationships

  • Focus on getting lowest price
  • Frequently request rush work
  • Expect 24/7 availability
  • Delayed payments
  • Scope creep is common
  • High maintenance, low profit

High-Status Client Relationships

  • Focus on results and value
  • Plan ahead with reasonable timelines
  • Respect your business hours
  • Prompt payments
  • Clear expectations and scope
  • Low maintenance, high profit

High-status behaviors can help attract clients who value your expertise and respect your business practices.

Key Takeaways

1
Standards aren't about ego - they're about effectiveness
2
High earners qualify; they don't chase
3
Clarity creates respect
4
Consistency is everything
5
The close starts with how you show up

Your Assignment

1

Identify three ways you currently lower your status in sales

2

Replace each with a high-standard alternative

3

Test for one week

4

Document what changes

5

Share results with the group

Remember: The market respects what you respect. Start with yourself.