The Script

Step 1 - Intro and Framing

Hey ___ Can you hear me? Can you see me? Okay Awesome, how is it going? Give me one second ill just pull up your file here.

Okay cool, so here’s how I like to run these calls, Basically we’ll both ask each other some questions so i can better understand where you’re at and and if we can’t help, I will point you in the direction of someone who can. But if everything feels aligned we can go through some options at the end, sound good?

Step 2: Connect and Discovery

Cool so where did you find {offer}? Was it instagram, Facebook, or have you been following for a while? What resonated with you to where you wanted to book a call?

Oh okay, so give me a little 5 minute elevator pitch about who ___ is?

Step 3: Probing Questions

So if you had to put a finger on the one thing you’re struggling with, what would that not thing be?

Have you tried anything in the past to solve it? — YES - give me two things you liked and two you didn’t? / NO - why not?

So you’re clear on what you’re struggling with, what has kept you from addressing this before?

B2B - what are the 3 things your company is struggling with? For how long?

Step 3: Provoking Questions

How do you feel this has impacted you on a personal level?

What about your business, your kids, your relationships or abilities to lead a team?

So you mentioned you’ve been struggling for X time, and its impacted you in Y way, I’m just curious to know how long do you think you’ll be able to sustain that for?

Step 4: Desired State - Future Pace

If we could wave a magic wand right now, what would your ideal life look like? Include KPIs here - how much money per month exactly? How much would you have lost? How much have your sales increased etc.?

Step 4: Desired State - Monetary Goal

What’s the monetary goal? You seem like you’ve thought about this number before, can I ask, why THAT number?

Step 4: Desired State - Non Monetary goals (result of the money)

And what’s your overall goal longterm, not including money?

Step 4: Desired State - Urgency and Expanding the Gap

And if we would have had this call a year ago, what do you think your life would look like today? Would we even be on this call right now? - COST OF INACTION

Step 4: Desired State - Future Dream State (Reassurance Questions)

From my understanding, you’re at X and are trying to get to Y, and you think {offer} can help you get there, does that sound about right?

Step 5: Transition

I mean we’ve only talked for about an hour, but you don;t seem like the kind of person who wants to settle, or are you?

Look, I don’t feel like I have any more questions, is there anything else we haven’t covered that I need to know?

Well ___, based on what you told me lately, we can DEFINITELY help you

~social proof or your own story~

That said, where do you think we should go from here? I can walk you through the entire process if you’d like, but you tell me

Step 6: Buy in

Are you at a place right now where you could invest X amount of time per week to dedicate to fixing XYZ struggle?

That sounds awesome, I’m really not concerned about you, lets talk about how we can actually get you there?

Step 7: The Pitch - WHAT ARE THE 4 STRATEGIES OF THE PITCH

Build personal value with features and benefits (depending on their answers/ situation)

Assumptive language / urgency

Anchoring

Soft closing

Step 8: The Price Drop

Most of our clients like to handle the whole investment upfront, which comes out to $X, but we also have financing available which comes out to be $Y per month, which one of those would work out best for you?

Step 9: Close and collect payment

Close, this is where you would handle a lot of the objections, but hopefully your QBS would have preempted any objections anyway

Step 10: Onboarding (WHAT ARE THE 4 STYPES OF ONBOARDING)

Next Steps - You’re going to get the receipt and contract sent to your email, can you confirm you got that?

Scheduling the call - would Monday or Tuesday work better for your first coaching call?

Assumptive - Awesome, I just updated your profile with XYZ that we talked about, anything else you want me to add here?

Assignment - While I’m getting this set up for you here could you go ahead and fill in that form for me? Will make my life so much easier

Step 11: Solidifying the Sale

This last piece is where you pre-handle things like buyers remorse, breathe soooo much life into them around their higher state, or their 2.0 that they can’t not be excited