Selling with AI 1 · 43 Opportunities|INEMA.CLUB-PRO

Lesson 2 · 18 min

The trust funnel and the 15-minute conversation

Nobody buys on the first sentence. Between "this person exists" and "this person is going to get my money" there are small steps, and each one is a separate sale. In the 43 Opportunities the path is the same: proof, lead magnet, conversation, diagnostic and follow-up. The piece that decides everything is the 15-minute conversation.

Start the lesson
A consultant on a video call with the owner of a distributor, taking handwritten notes in a notebook, with a small timer on the desk.

In this lesson you will

  1. 1The five funnel steps that appear in all 43
  2. 2Why a good lead magnet is finished work
  3. 3The script for the 15-minute conversation
  4. 4Diagnostic and roadmap: two different services

Goal: run the 15-minute diagnostic conversation and propose the next paid step without selling building before its time.

01The trust funnel

Five steps. Only the last two involve payment. Click each one.

Click each block in the diagram to see what it does.

The first three steps bill nothing, and they are what make the last two exist.

02The 15-minute script

Five moves. The time for each is in parentheses.

1. Frame

State the rule of the conversation right at the start. It takes the pressure off both sides.

LineWe have 15 minutes to see if it makes sense to work together. If it doesn't, I'll tell you right then.

03Simulated conversation: the distributor's owner

A fictional conversation to practice, with the company from the Professional 2030 lab. Choose the answer you would give; the comment appears right after.

Carlos, owner of Horizonte Distribuidorafictional company · 40 people · decides alone

Choose your answer. The comment appears right after, and the conversation continues based on your choice.

    04And the price?

    Pricing has an owner in the program. The pricing ladder and the menu of options are in course 2, Consulting Playbook. The price ranges by service and "price is a test" are in course 4, From Zero to First Client.

    From here, take one rule: the price comes from the value the client receives, not from the hours you spend. And the short diagnostic today works better as a lead magnet, because the client can get something similar on their own with an AI tool. What still holds is judgment: what to prioritize, what the AI gets wrong, and the right order.

    05Template to copy

    Run it before your next real conversation.

    Prompt · your 15-minute script
    Build the script for a 15-minute diagnostic conversation.
I offer <the role you chose: consultant, auditor, mentor or trainer> to <type of company>.

Deliver, in this order:
1. The opening line that frames the conversation in 30 seconds.
2. The one-sentence restriction question, written the way I would say it out loud.
3. Five quantification questions that turn his pain into a number per month.
   Each one has to be answerable with a number, not with an opinion.
4. The line that proposes the paid next step (diagnostic or roadmap), with a deadline and a price stated without apology.
5. Three signs, during the conversation, that this person will NOT buy, so I can end early.

    06Practice

    Three short exercises. The third uses the lab's fictional company.

    1 · Your 15-minute script

    20 min

    Run the prompt for the role at the top of your table. Read the five quantification questions out loud.

    Done when: the script is saved and none of the 5 questions can be answered with "I think so": all of them ask for a number, a frequency or a value.

    2 · Simulated conversation with a scoreboard

    10 min

    Do this lesson's simulated conversation. If you don't reach the top score, read the comments, click restart and try again.

    Done when: you finished the conversation with the top score and can say why the "I'll build the agent" option was the weakest.

    3 · The missing number

    15 min

    Open the Horizonte Distribuidora agent dashboard (the lab's fictional company). Write down which number Carlos would need to answer "did the agent help or not?" and how you would measure the before.

    Done when: you have in writing the missing indicator on the dashboard, where the data would come from, and what the baseline (the "before" period) would be.

    07Quick test

    4 questions. The explanation appears after your attempt.

    Question 1 of 4

    The client starts venting about everything that goes wrong in the company. What do you do?

    08Summary

    Five stepsPublic proof, lead magnet, conversation, diagnostic and roadmap, follow-up.
    A lead magnet is finished workSpecific to that business, genuinely good and with no strings attached.
    Fifteen minutesFrame it, one sentence, a number, the paid next step, and end on time.
    Every price has an ownerPricing ladder in course 2, ranges per service in course 4.
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