The Language of the System

Sales Glossary — The Words of the System, Defined

Every term here is defined the way it is used inside Frankie J’s documented in-home sales system — the same definitions Spar trains and grades. Definitions cite the part of the system they come from.

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Glossary — The 7 Steps

The 7 Steps

TermThe EntryWinning the First Five Minutes TermThe Warm-UpRapport Built on Genuine Curiosity TermProbingDiscovering the Information TermLayeringAsking Past the First Answer TermThe PresentationWhere You Build Value TermThe Pre-CloseFind Out Before the Investment Is Shown TermButton-Up110% Comfortable Before You Leave

Glossary — The Objection Framework

The Objection Framework

TermRelease PressureStage 1 of the 7-Stage Framework TermAsk PermissionStage 2 of the 7-Stage Framework TermGather FeedbackStage 3 of the 7-Stage Framework TermIsolating the ObjectionStage 4 of the 7-Stage Framework TermEmpathizeStage 5 of the 7-Stage Framework TermRespondStage 6 of the 7-Stage Framework TermRe-CloseStage 7 of the 7-Stage Framework TermFinding the Real ObjectionSurface Objection vs. Real Objection TermThe Psychology of an ObjectionAn Objection Is Not a Rejection TermHidden ConcernsFind It Before It Becomes an Objection

Glossary — The Twelve Closes

The Twelve Closes

TermInitial Visit CloseThe Two-Investment Structure, Explained TermOption CloseChoosing a Direction Instead of Yes or No TermContingency CloseCommitment Attached to a Condition TermTakeawayChange the Project, Not the Number TermHigher Authority CloseThe Manager Call, Run in Sequence TermMarketing Home CloseThe Showcase Exchange, Explained TermFranklin T CloseThe Decision, Drawn as a T TermPorch Light CloseStepping Outside So They Can Decide TermDoorknob CloseThe Re-Entry After the No TermManufacturer's Rebate CloseThe Rebate Avenue, Explained TermTrial CloseTest the Temperature Before the Final Close TermReversal CloseTheir Reason to Wait, Examined Honestly

Glossary — Question Craft

Question Craft

TermDiscovery QuestionsStop Presenting and Start Understanding TermImpact QuestionsMake the Problem Matter TermInvolvement QuestionsCreate Mental Ownership TermLeading QuestionsLet the Homeowner Reach the Conclusion TermThe Follow-Up QuestionWhere the Real Information Lives TermAlternate-Choice QuestionMove the Decision Forward Without Forcing It TermClosing QuestionsActually Ask for the Decision TermCapture Exact LanguageTheir Words Are the Strongest Version TermProbe Without InterrogatingA Conversation, Not a Questionnaire TermPorcupine TechniqueAnswering a Question With a Question TermTie-DownsMicro-Commitments Throughout the Sale TermTest the TemperatureKnow Where You Stand Before the Investment

Glossary — Buying Psychology

Buying Psychology

TermBuying SignalsRecognizing When the Homeowner Is Moving Toward Yes TermBuying CommitmentsA Yes Is Only Valuable If It Means Something TermHot ButtonsPrimary & Secondary: What Matters Most TermEmotional Buying MotivesFinding What Actually Matters TermEmotional ImpactFinding the Feeling Behind the Problem TermEmotion Creates the DecisionEmotion Creates the Decision, Logic Justifies It TermCustomer Self-PersuasionWhy Their Words Beat Yours TermFuture PacingHelp the Homeowner See Life After the Project TermPerceived Risk & UncertaintyWanting It and Feeling Safe Are Different Things TermPsychology of SilenceStop Talking and Let the Decision Happen TermPsychology of ConfidenceThe Homeowner Feels Your Certainty TermThe Art of ListeningYour Next Question Is in Their Last Answer TermWhy-Now TriggerFinding the Trigger Behind the Appointment TermComplete Buying DecisionMultiple Decisions, Stacked

Glossary — Doctrine & the Language Standard

Doctrine & the Language Standard

TermOne-Call CloseClarity, Confidence, Decision TermOne-LeggerDon't Run an Appointment With One Decision Maker TermOverall InvestmentThe System's Signature Phrasing TermMonthly Investment PlanPaying Over Time, In the System's Language TermWork OrderWhat the Homeowner Approves TermNever More Invested Than the CustomerWant the Sale. Don't Need the Sale. TermControl the AppointmentControl the Process, Not the Homeowner

Glossary — At the Door

At the Door

TermDoor PitchThe Initial Pitch, Delivered as One Run-On Run TermFirst RebuttalThe Transition and the First Rebuttal TermFour PillarsThe Four Pillars of the First Rebuttal TermThe Jones EffectThe Street Makes the Case

Glossary — Inside Spar

Inside Spar

TermSparringLive Practice Against an AI Homeowner TermRoundOne Graded Sparring Session TermTitle FightThe Final, Hardest Round of a Module TermFight CampThe Curriculum: Learn, Drill, Spar, Title Fight TermScorecardThe Grade After Every Round TermWord CheckClean Language Before Anything Else TermAsk SparThe System's Knowledge, On Demand TermDriveway RadarKnow the House Before You Walk Up

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Join — $29/mo Try Free Spar The Twelve Closes The System

All twelve closes The objection library The 7-step system Membership