The Millionaire Club · 4 Sept 2026

The Millionaire Club — Session 3 · Prompts & Exercises

Superhuman Sales · Friday 4 September 2026 · 8 PM · Negotiation · Operations · Customer Success

The whole night on one card

Keep this page. Everything tonight fits on it.

The five rules of negotiation — 1 · floor written before the call, and held · 2 · one question before answering any demand · 3 · every give has an ask-back · 4 · trade cheap-for-you / precious-for-them first · 5 · no deal space? walk politely.

The three Ops tools — P7 stress test (before quoting) · P8 promise ledger (before sending) · P9 handoff (within 48 hrs of signing, customer copied).

The three debrief questions — What did we promise, and did we deliver? · What would have made it a 10? · When's the next one?

The two drills — P6 fight the AI (twice a week, 4 min) · P11 the hard debrief (the week a trip wobbles).

AI does the analysis and plays the sparring partner. You make the call.

The Arena — trio scorecard

Topic 1 · 3 rounds · rotate Buyer / Seller / Scorekeeper · score the seller 0–10 per rule

Trio / table

Scorekeeper

The five rules	R1 · Procurement Squeeze	R2 · Wedding That Moved	R3 · Athletics Ghost
1 · Floor written before the clock — and held
2 · One question before answering the first demand
3 · Every give had an ask-back
4 · Traded cheap-for-me / precious-for-them before price
5 · Walk-away discipline if no deal space
ROUND TOTAL (max 50)

The seller's weakest moment — word for word if you can

"August was the theory. Tonight is the gym."

Activity — Break this charter

Topic 2 · 15 min · tables · humans first, then AI, then honest scoring

#	Flag you found (no AI — 6 min)	🔴 cannot-run / 🟡 costs-money / 🟢 could-embarrass
1
2
3

Then run P7 and count	Count
AI caught (that you missed)
You caught (that AI missed)
AI false alarms

Run P8 on the case thread — promises made

…promises actually in the quote

The one flag that would have ruined the Saturday

"Different flags, different verbs: fix, price, condition."

Role play — The Debrief Call (pairs)

Topic 3 · 12 min · 5 min call · 2 min feedback · switch roles for Scenario B

Scenario A — the late pickup (both read): university group, big game Saturday. The big promise — seated 3 hours before kickoff — was delivered. But the hotel pickup ran 20 minutes late, and the customer's boss noticed.

CUSTOMER — read only this: be polite but cooler than usual. Don't volunteer the problem — see if the rep raises it first. If they own it honestly, warm up. If they gloss over it, stay cool and end the call early. You DO have a November event — mention it only if asked directly.

REP — read only this: run the three questions, in order. Own the late pickup before they mention it. End with a named next date.

Scenario B — the too-happy customer (after switching roles; both read): winery tour, corporate team outing. Everything went well except the AC struggled for the first 30 minutes. The customer is warm and full of praise.

CUSTOMER — read only this: be delighted and chatty. Praise everything. Do NOT mention the warm bus unless asked "what would have made it a 10?" — then mention it lightly. You have a December holiday party; bring it up only if asked directly.

REP — read only this: the trap here is comfort — a happy call that ends with "great, thanks!" and no next date. Still run all three questions. Still name December.

Did the rep own the problem first? (A)

Did the call end with a named date? (A/B)

"Own the wobble. Name the date."

Commitment card — three lines

Tear off · photograph it · we check next session

1 · The deal I'll write a floor for on Monday morning

2 · The pending confirmation I'll add the debrief line to

3 · The evening this week I'll fight the AI (P6 or P11)

Signed

Check-in

"Small. Specific. Checkable."

The Session 3 prompts — P6 to P11

Run on your phone, live. Swap anything in [brackets]. Works in Claude or ChatGPT. P1–P5 live on the Session 2 handout.

P6 · Fight the AI (role play) — twice a week, on a live deal. Write your floor on paper first.

Role-play with me. You are [buyer role + title] negotiating a charter with me.
The deal: [trip, dates, headcount, my quoted price].
You have a competing quote about 14% below mine and you are impatient. Open by demanding a discount. Do not be helpful. Do not accept my first trade. Push at least three times. Stay in character.

After 8 exchanges, break character and score me out of 10 on each of the five rules:
1. FLOOR — did my final position stay above my written floor of [X]?
2. QUESTION FIRST — did I ask a question before answering your first demand?
3. ASK-BACKS — did every give come with an ask in return?
4. TRADE ORDER — did I lead with something cheap for me and precious for you, before touching price?
5. WALK-AWAY — did I test whether a deal was even possible, and step back politely if not?
Quote my weakest sentence, word for word, and rewrite it stronger.

P7 · Itinerary Stress Test — before any complex quote goes out

You are my charter operations risk checker. Proposed itinerary: [paste — dates, pickup/drop times and addresses, headcount, vehicle type, venue, return leg, special requests].
US FMCSA rules for bus drivers: maximum 10 hours driving per shift; maximum 15 hours ON DUTY — waiting with the bus counts as on duty; a genuine off-duty release (driver free to leave) may not count.
1. HOURS: show the math. Say clearly whether you assumed the driver waits with the bus or is released — it changes the answer. If the plan breaks the rules, say exactly where and what it costs to fix.
2. List every risk. Tag each one: CANNOT-RUN (breaks the law) / COSTS-MONEY (estimate the dollars) / COULD-EMBARRASS (reputation).
3. Rate the job GREEN / AMBER / RED and name the single biggest risk.
4. The five questions I must ask the customer before I quote.
5. The one condition I should write into the quote to cover the risk.
If you are unsure of anything, say so. Never guess the law.

P8 · The Promise Ledger — before the quote goes out, not after the signature

Read this deal record: [paste the full email thread, the quote, the itinerary, any call notes].
1. LIST every promise I made — said or implied: times, waiting, extra stops, vehicle features, flexibility, contacts. For each one: is it in the written quote? what does it cost to deliver? who in Operations has to make it happen?
2. FLAG any promise that contradicts another one, or that Operations never agreed to.
3. WRITE the five questions I should ask Operations BEFORE this quote goes out — each answerable by a dispatcher in one line.
4. DRAFT the two-line message to Operations that starts that conversation.

P9 · The 48-Hour Handoff — within 48 hours of signing; copy the customer

Draft a handoff note to Operations for a charter we just signed.
Deal record: [paste quote, thread, itinerary, and the Promise Ledger from P8].
Keep it under 250 words. Cover: why they bought — in the customer's own words · the success measure they will judge us on · the hard constraints (times, access, headcount) · every promise I made · the landmines · who to call on the day.
If anything is unclear, write it as a QUESTION for me — do not assume.
End with the opening sentence Operations should use on their first call to the customer.

P10 · Debrief prep & next date — within 48 hours of delivery

Trip delivered. Deal record: [paste the P9 handoff note + any day-of messages + any complaints or praise received].
1. SCORE each promise from the handoff note: kept / partly / broken — with the evidence.
2. DRAFT my day-after message: mention the success measure THEY named, own anything imperfect plainly, no marketing language, under 120 words.
3. NEXT DATE: from this customer's calendar (season, annual events, recurring runs), name the next natural charter and the week I should raise it.
4. WARNING SIGNS: anything that suggests this account is cooling — and one small gesture that would warm it.

P11 · The Hard Debrief (role play) — the week a trip goes wrong; drill it any evening

Role-play with me. You are my charter customer, on the phone the day after a trip that had a real problem. Invent one plausible problem (a delay, a wrong vehicle, a rude interaction, a missed pickup) and do NOT tell me what it is unless my questions earn it.
You are unhappy, a little vague, and hinting that you might use another company next time. Stay in character. Warm up ONLY if I: (a) get you to say specifically what went wrong, (b) own it honestly without making excuses or over-promising, and (c) read the moment well.

After 6 exchanges, break character and score me out of 10 on:
· OWNING — did I take responsibility first, without excuses?
· SPECIFICS — did I dig out what actually happened?
· NEXT-DATE JUDGMENT — did I raise future business at the right moment, or rightly leave it alone?
Quote my worst sentence, word for word, and rewrite it.

The rule for all of them: AI does the analysis and plays the sparring partner. You make the call — and you overrule it wherever you know the building better than it does.

The week, in under an hour

Back page — stick it next to your monitor

When	Do this	Takes
Before a pricing call	Write the floor (workbook does the math)	5 min
When they push	One question first · one trade per push · price last	—
Twice a week	P6 — fight the AI on a live deal	4 min
Before a complex quote	P7 stress test → P8 promise ledger	10 min
Within 48 hrs of signing	P9 handoff — customer copied	3 min
Day after every trip	The 15-minute debrief (already booked)	15 min
After the debrief	P10 — score promises, send message, name next date	5 min
The week a trip wobbles	P11 — hard-debrief drill	4 min

"Under an hour a week. The whole machine."