Creating Urgency: The Stasis Model for Closing
Call Date
Primary Topics
Call Description
In this interactive workshop, coaches are introduced to Stasis theory—a four-step model from classical rhetoric—to improve their PAS sessions and client conversations. The call demonstrates how most deals stall not because of the solution, but because the client hasn’t felt the true cost of inaction. Through live role-play and practical exercises, coaches learn to diagnose problems, quantify their impact, and ask quality questions that drive urgency and commitment. The session also covers how to avoid misdiagnosis and solution-selling, ensuring every recommendation is rooted in the client’s real needs.
Why this call matters
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Teaches a proven framework for uncovering and addressing client hesitation
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Shows how to turn abstract benefits into concrete, urgent needs
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Helps coaches avoid common mistakes that stall deals
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Provides practical language and questions to use in real PAS sessions
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Equips coaches to diagnose before prescribing, leading to better client outcomes
Key Points:
- Introducing Stasis Theory (02:16) – How a classical model applies to modern business coaching and PAS.
- The Four Steps of Stasis (06:06) – Fact, Definition, Quality, Policy—and why missing any step stalls the sale.
- Where Most Coaches Fail (07:39) – The “quality” step: creating urgency by quantifying the cost of inaction.
- Cost of Delay vs. Opportunity (09:30) – Why clients delay decisions and how to make the problem real.
- Powerful Language Shifts (10:45) – Moving from “we can increase profit” to “you’re losing $18K/month—does that feel right?”
- Role-Play: Applying the Model (41:32) – Live demonstration of diagnosing, quantifying, and building urgency.
- Avoiding Solution-Selling (24:25) – Why diagnosis must come before prescription for lasting results.
- Numbers Over Percentages (36:42) – Why dollar amounts land harder than percentages in client conversations.
- Workshop Exercise (37:29) – Coaches practice moving through the four levels of stasis in real scenarios.
- Self-Check: What Level Are You At? (57:47) – How to internally track client progress and earn the right to move forward.
Key Takeaways:
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Urgency is created, not assumed: Quantify the cost of inaction to move clients forward.
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Diagnose before you prescribe: Avoid jumping to solutions before understanding the real problem.
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Use real numbers: Percentages are abstract—dollar amounts make the impact tangible.
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Ask quality questions: Guide clients to see and feel the consequences of not acting.
Notable Quotes:
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“Clients don’t delay because they don’t understand your offer—they delay because they’re not convinced the problem is big enough to solve.”
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“You cannot fix what you cannot see. You cannot heal what you cannot diagnose or what you misdiagnose.”
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“Numbers are real to a business owner. Percentages are fluffy.”
Action Steps from the Call:
- Use the four-step Stasis model (Fact, Definition, Quality, Policy) in your next PAS session.
- Ask clients to quantify the cost of not solving their problem—get them to put a dollar amount on it.
- Practice shifting your language from abstract benefits to concrete financial impacts.
- Avoid jumping to solutions; spend more time diagnosing and clarifying the real issue.
- Prepare 2–3 quality questions that drive urgency and commitment in every client conversation.
Resources & Tools Mentioned:
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PAS (Profit Acceleration Software): Diagnostic and visualization tool for uncovering business problems and quantifying impact.
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Stasis Model: Four-step framework for structuring client conversations and closing.
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Workshop Role-Play Scoring Sheet: Tool for self-assessment and peer feedback during practice sessions.
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