The Practice Library
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A masterclass library, made practiceable

Study the great selling methods. Then drill them until they're reflexes.

One method per course. Each course teaches the philosophy, breaks the call into its named beats, drills the hardest objections, and coaches you against the method's own scorecard.

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The Library
11 methods · 78 beats · scroll →

Each card is one method. Read across, find the philosophy that fits the room you sell into, then enter that course to drill it.

01Method

Justin (House Method) — Vision Method

Four locks before the offer — vision, weight, safety, decision.

A high-ticket front-half framework. Establish safety, surface the weight of the current state, paint a concrete future, then lock the decision. Hands off cleanly into Decision Leadership at the close.

The arc
SafetyWeightVisionDecision
Best for
High-ticket health, coaching, transformation, and consulting calls.
Not for
Transactional or low-consideration sales.
Lineage · House framework. Pairs with Decision Leadership as its closing layer.
Enter course →
02Method

IFM (House Method) — Decision Leadership

Calm-authority selling. Close by helping people finish a decision.

Decision Leadership is a single-call, high-trust closing method. It treats the sale as a decision the buyer is already trying to make — your job is to help them finish it without flinching. The arc walks eleven beats from a clean open through diagnosis, framing, and a quiet close, with every objection treated as an unfinished thought rather than a wall. It shines on warm inbound calls and consultative pitches where authority matters more than urgency, and breaks down when used as a high-pressure transactional script.

Core beliefs
  • The sale closes when the buyer finishes deciding.
  • Authority is calm, not loud.
  • Every objection is an unfinished thought.
The arc
OpenFrameDiagnoseMirrorTeachOfferAskHoldCloseConfirmHand-off
Signature moves
The Quiet CloseNaming the HesitationThe Frame ResetDecision Permission
Best for
High-trust, single-call closes. Consultative and advisory sales.
Not for
High-volume transactional pitches that depend on urgency tricks.
Lineage · Original method authored in-house. The mantras are the method.
Enter course →
03Method

Jeremy Miner — Consultative Discovery

Earn the right to prescribe by out-listening the room.

A patient, question-led method that treats the first call as a fact-finding mission, not a pitch. The seller controls pace through soft permission, surfaces real pain by asking one layer deeper than the buyer expects, and only proposes once the diagnosis is mutual. Tone is curious and unhurried — the buyer often does seventy percent of the talking and feels heard for the first time in years.

Core beliefs
  • The buyer's words are the script — yours are the frame.
  • No prescription without a diagnosis. No diagnosis without permission.
  • If you're talking, you're not learning. If you're learning, you're leading.
The arc
BondUp-front contractPainBudgetDecisionFulfillmentPost-sell
Signature moves
Up-front contractSoft layered questionsNegative reverseMutual diagnosis
Best for
Considered B2B sales, complex services, sellers tired of pitching at people.
Not for
Transactional, low-trust, high-velocity inbound where the buyer wants a price and gone.
Lineage · Descended from the 1960s East-Coast consultative tradition popularized by trainers who taught reps to act as paid problem-finders.
Enter course →
04Method

Dixon & Adamson (Challenger) — Status-Challenge Selling

Teach, tailor, take control. Reframe the buyer's world.

A confident, insight-led method built for buyers who already think they understand their problem. The seller leads with a non-obvious reframe of the buyer's situation, ties that reframe to a unique strength of the offer, and constructively challenges assumptions instead of agreeing with them. The goal is to be the conversation the buyer can't have anywhere else.

Core beliefs
  • Buyers do not pay you to validate what they already believe.
  • Tension is a feature, not a bug — but only when it is earned.
  • Insight beats rapport when the stakes are real.
The arc
WarmerReframeRational drowningEmotional impactValue propositionSolutionTake control
Signature moves
The ReframeRational drowningEmotional impactA new wayConstructive tension
Best for
Enterprise sellers, mature markets, buyers who say they have seen everything.
Not for
Net-new categories where the buyer has no prior frame to challenge yet.
Lineage · Inspired by mid-2010s research on what high-performing reps in complex sales actually do differently.
Enter course →
05Method

Neil Rackham (SPIN) — Situational Diagnostic

Four families of questions, in the order a buyer can actually answer them.

A disciplined questioning framework that walks the buyer up a ladder: first the facts of their situation, then the problems hiding inside it, then the second-order consequences of leaving those problems alone, and finally the explicit value of fixing them. The seller never argues — they ask the next question. By the closing beat, the buyer is the one making the case.

Core beliefs
  • The right question in the wrong order is the wrong question.
  • A buyer will defend a position you state. A buyer will own a position they state.
  • Implication is where small problems become budget.
The arc
OpeningSituationProblemImplicationNeed-payoffDemonstrating capabilityObtaining commitment
Signature moves
Situation questionsProblem questionsImplication questionsNeed-payoff questions
Best for
Larger-ticket deals where the buyer needs to talk themselves into urgency.
Not for
Tiny-ticket impulse buys and pure inbound demand capture.
Lineage · Drawn from large-scale behavioral studies of B2B calls done in the 1980s and refined ever since.
Enter course →
06Method

Michael Dunlevy — Gap Closing

Sell the gap between where they are and where they should be.

A problem-centric method that refuses to talk about the product until the gap is measured. The seller anchors a clear "should-be" state for the buyer's business, contrasts it against an honest "current state," and lets the size of the gap — not the seller's enthusiasm — generate urgency. Demos only exist to prove the gap can be closed.

Core beliefs
  • No gap, no deal. Small gap, small deal.
  • Buyers buy a better future, not features.
  • If you can't name the problem in their language, you haven't earned the pitch.
The arc
Current stateFuture stateGapImpactDecision criteriaProofCommitment
Signature moves
Current-state mappingFuture-state framingQuantifying the gapProblem-led demo
Best for
Sellers in crowded markets where every competitor sounds the same.
Not for
Buyers who already have a signed business case and just need a vendor.
Lineage · A modern reaction to feature-led selling, formalized in the 2010s by practitioners pushing back against demo-first culture.
Enter course →
07Method

Alex Hormozi — Value Architect

Quantify the win in their numbers, not yours.

A finance-fluent method for high-consideration buys, where the seller co-builds a business case with the buyer instead of presenting one to them. Pricing conversations become ROI conversations; objections become assumptions to be tested in a shared model. By the time procurement is in the room, the champion already owns the math.

Core beliefs
  • A number the buyer wrote down is worth ten numbers you wrote down.
  • Discount kills value stories. Value stories kill discounts.
  • Your champion's spreadsheet is the only deck that matters.
The arc
DiscoveryValue hypothesisCo-build caseValidateMutual planProcurementCommit
Signature moves
Value hypothesisCo-built business caseChampion enablementROI mutual close plan
Best for
Six-figure-plus deals with a CFO in the loop and a long buying committee.
Not for
SMB self-serve and impulse purchases where ROI math is overkill.
Lineage · A consolidation of late-90s through 2010s value-selling practices used in enterprise software and consulting.
Enter course →
08Method

Sandler — Pain Funnel

Surface, isolate, and dignify the real problem before you sell anything.

A focused method that treats every call as a pain interview. The seller funnels broad complaints into one specific, painful, recent example, then reflects it back without judgment and asks what changes if it isn't solved. The product is mentioned almost in passing — by then the buyer is the one selling it back to you.

Core beliefs
  • A vague pain is not a pain — it's a complaint.
  • Buyers don't buy what they need. They buy what hurts.
  • Reflect, don't persuade.
The arc
RapportSurface painFunnel painCost of inactionInvestmentDecisionFulfillment
Signature moves
Pain funnel questionsRecency anchorCost-of-inaction reflectionBuyer-restated value
Best for
Services, coaching, agency, and human-impact products.
Not for
Highly technical procurement-driven RFPs that don't allow conversational discovery.
Lineage · A staple of trust-based sales training traditions emphasizing the seller as therapist-like guide.
Enter course →
09Method

Cole Gordon — Provocation Pitch

High-energy, high-certainty, structured persuasion.

An assertive, tonality-driven method designed for short calls and warm leads. The seller controls state, uses a tight scripted opener, qualifies on logic and emotion in parallel, and stacks small commitments into a confident ask. Every word is chosen, every loop is closed, and "maybe" is treated as a no that hasn't been worked yet.

Core beliefs
  • Tonality is sixty percent of the sale.
  • An unclear prospect is an unconvinced prospect.
  • Close on logic, then re-close on emotion. Always.
The arc
Open with certaintyQualifyPitchFirst closeLoopRe-closeLock in
Signature moves
State controlLooping objectionsLogic-then-emotion closeAssumptive language patterns
Best for
Inside sales on warm inbound, short-cycle financial and lifestyle offers.
Not for
Long enterprise cycles, regulated industries, technical buyers who hate scripts.
Lineage · A modern descendant of the 1990s high-energy phone-room schools, paraphrased for ethical use.
Enter course →
10Method

Eli Wilde — Solution Frameworking

Diagnose a critical business issue, then construct the solution with the buyer.

A structured method for complex B2B where the seller maps the buyer's critical issue to its underlying reasons and impact, then co-designs capabilities the offer must have. Conversations get formalized into a shared vision and a written buying plan. Champions are built deliberately, and pricing only enters after the vision is locked.

Core beliefs
  • Sell the destination before you sell the vehicle.
  • Without a written vision, the deal will rewrite itself.
  • Multi-threading is not optional — it is the work.
The arc
Pre-callCritical issueReasonsImpactVisionValuePlanCommit
Signature moves
Pain-chain mappingVision processingCapability-led demoMutual buying plan
Best for
Enterprise software, platforms, and multi-stakeholder transformations.
Not for
Velocity sales motions and self-serve product-led growth.
Lineage · Codified in the 1990s for enterprise technology selling and refined across waves of B2B SaaS.
Enter course →
11Method

Chris Voss — Trusted Compounding

Win the second decade of business before you finish the first call.

A long-arc, relationship-first method where individual deals are treated as instruments of trust, not as the point. The seller invests visibly in the buyer's outcome, makes generous referrals before earning any, and prices for the relationship rather than the transaction. Pipeline is a side effect of being someone people want to introduce.

Core beliefs
  • The fastest way to a deal is to stop optimizing for the deal.
  • Generosity is a competitive moat.
  • Reputation compounds. Tactics decay.
The arc
Be knownBe usefulBe candidBe patientBe paidBe referred
Signature moves
Generous intro economyPre-mortem candorLong-form follow-upEarned referrals
Best for
Founders, partners, advisors, anyone selling a multi-year relationship.
Not for
High-velocity transactional sales with no realistic second purchase.
Lineage · A synthesis of advisory-selling traditions that treat the seller-buyer relationship as the actual product.
Enter course →
Drag · scroll · swipe
How each course works
01
Learn
The philosophy, beat by beat. Read it until it makes sense.
02
Drill
Single-beat reps on the hardest objections. Get them clean.
03
Rehearse
Run the arc against your own script. Coach it back.
04
Field Card
The cheat sheet you keep open while you're on a real call.
The Mantras — read until they are reflexes
Clarity without a decision is avoidance.
I don't create urgency. I reveal trajectory.
My job is to organize their thinking, not carry it.
Once pain and consequence are clear: no more HOW, only WHETHER.
Warmth builds trust. Finality builds results.
The problem

You've read the books. You still freeze on the same three objections.

The advice is generic
Every sales book says the same six things. None of them fit the room you actually sell into.
You have no reps
You read a chapter, nod along, then walk into the call and default to the same script that isn't working.
No one's grading you
Your manager listens once a quarter. You have no way to know if you're getting sharper or just older.

Reps who drill even five minutes a day — against the method's own scorecard — outperform the ones who "read more books." This library exists so you can be one of them.

How it works
01
Find your selling style
A 2-minute quiz reads how you already sell and routes you to the method that fits — no guessing which book to buy.
02
Learn the arc
Each method breaks into short lessons and mantras. Read it until the beats make sense; the language becomes yours.
03
Drill and roleplay
Single-beat drills on the hardest objections, then full-arc roleplay. The AI grades you against that method's own scorecard.
Pricing

One plan. Every method. 7 days free.

$290
/ year
Billed yearly · $290 total (save 17% vs monthly)
Card required. Cancel anytime during trial — you won't be charged. 30-day money-back after that.
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  • ✓All 11 selling method courses
  • ✓AI-graded roleplay against each method's own scorecard
  • ✓Single-beat drills on the hardest objections
  • ✓Style quiz + personalized method routing
  • ✓Training streak + mastery tracking across every method
  • ✓Bring your own script — rehearse against your real calls
Frequently asked
What's included?
All 11 selling method courses, the style quiz that routes you to the right one, AI-graded roleplay against each method's own scorecard, single-beat drills on the hardest objections, and a training streak that keeps you honest.
How does the AI grading work?
Every method carries its own signature techniques and objections. When you rehearse or drill, the AI scores your response against that method's scorecard — not a generic sales rubric — and returns specific, line-by-line coaching.
Do I need my own script to start?
No. Each course opens with the method's philosophy and mantras, then hands you scenarios and drills built from that method's own material. Bring your own script later if you want the roleplay to sound like your real calls.
How much does it cost?
$29/month or $290/year (save 17%). Every plan starts with a 7-day free trial — card required, cancel anytime during the trial and you won't be charged. 30-day money-back guarantee after that.
What's the refund policy?
30-day money-back guarantee, no questions asked. Full details on the Refund Policy page.
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Study the great selling methods. Then drill them until they're reflexes.

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