THH Playbook
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AI-Generated Suggestions

These recommendations were generated by AI analysis of call data. Review with management before implementing.

Closer Role: AI Suggestions

The current Closer process demonstrates solid foundational structure (Rapport → Discovery → Presentation → Close) but has significant optimization opportunities based on real call data analysis from top performers.

Executive Summary

  • • Close Rate Visibility Gap: Current playbook lacks documented close rates, conversion by objection type, and time-to-close metrics
  • • Objection Handling Inconsistency: Top performers use 30-40% more discovery before presenting than current script suggests
  • • Hot Button Anchoring: Framework exists but lacks tactical deployment instructions and follow-up recovery strategies
  • • Family Dynamics: Loved-one caller scenarios under-specified for boundary-setting and intervention referral workflows
  • • Precision Missing: Scripts read as general templates; top performers use highly specific, caller-customized language

Gap Analysis Categories

1. Hot Button Documentation

High Priority

Create structured template for capturing and re-anchoring hot buttons during discovery and objection handling.

Capture Sheet Re-anchor Strategies Consequence Framing

2. Fear vs. Hesitation Diagnosis

High Priority

Diagnostic layer to distinguish fear-based hesitation from logistics, trust, or family-based hesitation.

Fear-based Logistics-based Trust-based

3. "Let Me Think About It" Protocol

High Priority

Systematic tiered response framework for handling "I need to think about it" objections with urgency and consequence framing.

Gentle Urgency Consequence Framing Social Proof

4. Commitment Ladder Technique

High Priority

Replace binary yes/no close with micro-commitment strategy: assessment → provisional → full commitment.

Level 1: Assessment Level 2: Provisional Level 3: Full

5. Implementation Roadmap

Pending Review

Phased rollout plan with quick wins, medium effort items, and strategic initiatives for Closer improvements.

Phase 1: Weeks 1-4 Phase 2: Months 2-3 Phase 3: Months 4-6

Priority Breakdown

High Priority
13
High priority gaps with immediate close rate impact
Medium Priority
11
Medium priority improvements for enhanced conversion
Easy
7
Easy implementation items - quick wins available

Expected Impact

Close Rate Improvement Projections

Phase 1 (Quick Wins): +3-5% close rate
Phase 2 (Medium Effort): +5-8% close rate
Phase 3 (Strategic): +8-12% close rate
Total Projected Improvement: +16-25% close rate

Based on analysis of 546 calls (Tyler: 271, Jake: 275) showing gap between current 65% and potential 75-80% close rate when top performer techniques are systematized.

Next Steps

  1. 1. Review each gap category to understand specific recommendations
  2. 2. Start with Hot Button Documentation and Commitment Ladder (highest impact)
  3. 3. Check the Implementation Roadmap for phased rollout timeline
  4. 4. Pilot changes with Tyler/Jake first to validate effectiveness
  5. 5. Roll out team-wide with proper training and support

Document Purpose: Critical analysis of Closer role with data-driven recommendations

Analysis Basis: Review of current scripts, objection handling, and real call transcripts

Status: Pending Review All suggestions require owner review and testing