Tier 1 Script

QBS & Eliminating future objections (intro->ppdppsr )

Intro

Hey is this NAME? 

Yes!

Hey - It’s Shelby. How’s your week going so far?

“Good thanks for asking!”

“Cool, well I’m really excited to chat, I was looking a little at your profile and have some really cool ideas on our end. But first I want to hear the 30 sec elevator pitch. Who is Shelby? What made you want to book this call / learn more? What’s going on in the world of Shelby on a Tuesday at 4PM?”

Rapport-connect with them for 5 ish minutes

Great and yes I’m excited too.. well I've got a limited amount of time here so is it cool if i jump right in?”

“Yes”

Establish Frame

establish frame

Got it! On these calls, I just want to get to know you more, see what experience you have and if our academy would be a good fit for both you and shelby. If there's a way we can help, then awesome, I can walk you through that process and if it’s not the best fit, no worries I can always connect you with someone else in our network or suggest tasks for you to start working on. Does that sound like a good plan?

qbs: probing ?s

Let’s do it, tell  me a little bit more about what made you say “I need to hop on this call!” Did you see a specific post from Shelby or have you been following her for a while?”

“Tell me a little more about ___ challenge”

“What kind of results are you guys getting now with that?”

“What do you do now for work? Do you like it?”

“What made you want to possibly try ___/sales out?”

“Why sales and not dropshipping or a new 9-5”

“Sales is hard.. what specifically makes you excited to get into it?”

qbs: provoking ?s

“Tell me more when you say ___(you want to be a part of her community), what do you mean by that? Why do you feel like you’d like (this support) NOW?”

“How does (this challenge) affect your day to day?”

“How does it make you feel that your (problem that you just mentioned) is happening?”

“Take me through how it affects your life / confidence?”

= baseline current state write down where they are

baseline current state

probing and provoking ?s

order of qbs ?s

(current state) probing provoking; desired state (monetary/non); (preempting objections/shutting doors) process priority support reassurance

desired state intro

“If you could wave a magic wand, what would your look like life look like (with KPI’s)”

“Let’s say in the next 6 months everything works out perfectly, take me through your day!”

I see that for you. “How does that make you feel when you imagine yourself (insert dream state they just told you)?”

Use KPI’s to quantity their goal and get SPECIFIC

desired state monetary goal

“And what’s your monetary goal? I know it’s crazy but give me a number”

-”You seemed like you’ve thought of that number before… can I ask, why that number?”

“10k. I feel like that number would allow me to leave my 9-5 and go all in part time. As for why I said 10k, I think it represents freedom for me.”

desired state non monetary

“What’s your overall long term goals, not including money?”

“Money aside, I want to wake up and be 100% in control of my day. I want to control my income and my schedule.”

= Future Dream State

future dream state

life looks like; dream, kpi’s monetary/nonmonetary
write down

process ?s (shutting doors)

 “How have you tried to address this before - what worked and what didn’t?”

priority ?s

“On a scale from 1-10, how urgent of an issue is this to solve for you right now?”

“I’d say an 8”

That’s pretty high, why not a 7 or a 9, why an 8?

support ?s

“Are you married?” “What’d your husband or parents think about you hopping on this call?” “Is he supportive?” “Does he know you are on this call?” “What would he think if he did?” “Have you guys talked about you wanting to do this before?”

Same w parents

reassurance ?s

From my understanding, you're at X trying to get to Y and you think that ABC can help you get there, does that sound about right?”

=Eliminate Future Objections and clarify that you understand the problem & needed solution