USE RESPONSI

BLY

8Figure
‘
Samur aiSword’
Sal
esScr i
pt
Whil
et hi
sisnotaperfectfi
tforeverysi
ngl
etypeofconsul t
ingbusiness–
i
t’
sthecl os
estthi
ngthereis.
Ihaveper f
ect
edt hi
sfrom overdecadeof
bei
ngint hetr
enchessell
i
ngovert hephone,f
ace-to-f
ace,one-to-oneand
one-t
o- many.

Li
k ethemakingofaSamuraisword.Ihavegonethroughthelaborious
processofhammeringoutand‘fol
dingthemetal
’ backonits
elf,
iterat
ing
overtheyearst
oforget
hes t
rongestandsharpes
ts aless
cri
ptpossi bl
e.
LAYI
NGTHEGROUNDWORK
I
tiscr
iti
calthatyoutake10minut
esbef oreever
ycallt
ogeti
ntot
her
ights
tat
eand
minds
ett ocarryoutthecal
lasef
fect
ivelyaspossi
ble.

Donotrushont
ot hecal
lwit
hnopreparati
onandcarr
yal
ltheemot
ionsand
fr
ant
icnesst
hatcouldbegoingi
nyourday-to-
dayont
othecal
l.

Mi
ndset:

Get
tingi
ntos
tat
eandt
her
ights
tat
eofmi
ndi
scr
iti
cal
Setasi
dewhat
ever
'shappeni
ngi
nyourl
i
feandgetcent
redbef
orej
umpi
ng
onthecal
l
Dosomepushups,
starj
umpsorbody-
wei
ghts
quat
stogett
hebl
ood
fl
owi
ngandshak
eupy ours
tat
e
Tak
esomedeepbr
eat
hs.
.
.cl
osey
ourey
es.
.
.getf
ocuss
ed.
Vi
sual
afant
ast
iccal
landcl
ose.
.
.

Pr
epar
e:

Ensur
eyouar
einaqui
etr
oom f
reef
rom di
str
act
ions
Us eahands-f
reeheadsettomak ethecal
l,
ideal
l
yusingVoI
Psoincoming
textsorot
hercall
sdonotdi s
tracty
ou(keepmobi l
ephoneoutofreacht
o
eli
minateanydis
tract
ions)
Recor
dALLcal
l
stol
i
stent
oandanal
ysedai
l
y/weekl
y
Tur
noffyourcomput
erorcl
osey
ourl
apt
opandal
ltabst
oel
i
minat
eanyand
al
ldi
str
acti
ons
Haveapenandpadr
eadyt
otak
enot
es(
notacomput
er)
Pri
ntoutthesurveyques
tionst
heyf
il
ledoutwhenbooki
ngt
hecal
lto
ref
erenceonthecall

Page1
 Havethi
sscr
iptpr
int
edouti
nfrontofy
ou,
alongwi
thanyot
heri
nfor
mat
ion
youcoul
dfi
ndaboutthepr
ospect.
Havethephonenumberi
nfrontofyouori
nput
tedony
ourphoner
eadyt
o
cal
lexact
lyont
ime,downtothesecond.

TIP:Addtheper
sononLink
edInt
hedaybef
oret
hecal
landl
ett
hem know
youarel
ooki
ngforwar
dtothecal
lwi
tht
hem.

PARTONE–BUI
LDI
NGRAPPORT
Startt
hecall
withawarm andfr
iendl
ytone,es
tabli
shi
ngf
rom t
heout
sett
hisi
sn’
t
goingtobeanaggr
essi
vehighpr
essuresal
espitch.

War
m upthecal
l:

Fr
iendl
ycal
m openi
ng:
HeyMi
ke,
It’
sSabr
ical
l
ingf
orour2pm appoi
ntment
…
How’
syourmor
ning/
aft
ernoongoi
ng?
o I
’m doi
ngf
ant
ast
ic,
andhaveal
readygotmywor
kouti
nfort
heday!
o Fantas
tic,
I’
vehadapr
oduct
ivedays
ofarandexpectt
hingst
oonl
yget
bett
er
Great
,ref
ert
othei
rphonenumber-askwher
eI'
m cal
l
ing.
.
."Wher
ear
eyou
f
rom?"
o Ohgr
eat
,I’
vehear
dgr
eatt
hings….
o Says
omet
hingr
egar
dingt
hei
rar
ea/
cit
y/s
tat
e
Writ
edownwhatevert
heytel
lyouasyou'r
eli
steni
ng–gett
oknow t
hem.
Tak
enotest
haty
oucanr ef
ertothem l
ateron
TI
PS:
o Tak
enot
es
o Gett
hem t
oel
abor
atewheny
oucan
o Fi
ndoutt
hei
rint
eres
tsandl
i
keswi
thoutgoi
ngt
odeep
o Us
ehumourwhenpossi
ble
o Tryandf
indcommongr
ound.
.
.peopl
epr
efert
obuyf
rom ot
her
ssi
mil
art
o
them.

Page2
PARTTWO –SETTI
NGUPTHECALL
ANDTAKI
NGCONTROL
Tak
econt
rol
andassertt
hroughyourt
oneandacti
onsthatyouwi
llbel
eadi
ngt
his
cal
l.
Hewhohascontr
olwinsandcontr
olmustbetak
en,evenbyf
orce.

Beconfi
dent,ass
ert
ive,aut
hori
tati
ve,
prof
essi
onal
andTHEexperti
nyourf
iel
dwho
i
sincharge.
Letthem know t
hattheyarei
nthecompet
enthandsofamaster
.

Then,sett
hes
tageandexpect
ati
onoft
hecal
lsot
heyunder
standwhatt
oexpect
movingfor
war
d.

Thengett
hei
racknowl
edgementandcommi
tment
.

OKgr
eat
,let
’sj
umpr
ighti
nthecal
li
fthat
'sokaywi
thy
ou?Okayf
ant
ast
ic.

SoMi k
e, how t
hiscal
lwil
lgois,
Iwil
lstar
toffbyaskingyous omeques ti
onsabout
yourbusinessandthestrat
egysessi
onapplicat
ionwhichy oufil
l
edout .Thenwecan
deter
mi neifi
tsoundsli
kewecanhel pwithwhaty ouarelookingforandifwe’
rea
goodfit.

Idothi
sbyaski
ngaf ew questi
onsaboutyou,
yourbusi
ness.Whatyou'
veprevi
ousl
y
done.Whatyouwantt odointhefutur
e.Andult
imatel
y,whaty
ou'r
elooki
ngto
accompli
shorgethelpwith.

I
fafterthati
tseemswhatwehavet ooff
erwouldbeagoodf i
t,I
'dbegladtoshar
e
withyouallt
hedetail
sandansweral
ltheques
t i
onsyouhaveattheendofthecall
.
Andt henoff
eryoutheopport
uni
tytotakeadvantageofwhatwe’vegotgoi
ngon
ri
ghtnow.

Doest
hats
oundf
airenough?Soundgood?

(Wai
tfortheacknowl
edgementthenmovef
orwar
d).

I
fyouareaskedanyquesti
onsaboutpriceorwhaty ouhavetoof
fer
.Pol
i
tely
l
etthem know t
hatyoucanaddressthesequesti
onsattheendofthecall
if
t
heyarethe‘ri
ghtf
it’
fory
ourprogram/agency/
businessetc.

Page3
 Youarequali
fyi
ngTHEM toall
ow them t
opurchasefrom y
ou.Youar e
makingitcl
earthatyoudonotwor kwi
thanybodyoreveryone.Changingthe
psychol
ogyofthes al
eandavoi
dingtheusualcatandmous esalesprocess.
Thi
sissubtl
e,butverypowerf
ul.

Questi
ons–Al
wayspauseaf
terquesti
ons

Lett
hem speak,evenaft
eryoubeli
evet
heyhavef
ini
shedt
hei
rans
wer
,st
ayqui
etf
or
anot
hert
wos econds.
Thisdoestwothi
ngs:

1.Ital
lowsyoutoensur
et heyhave100% fi
nishedwhatt heyaresayi
ngandthat
therei
snothi
ngels
et osayandmak esthem secondguesst hei
ranswerandk
eep
spewingmorethi
ngsup.Thisprocessunear
thss omegold.

2.Itdemonstrat
est hatyouarel
is
teni
ngtothem andnotsi
mplytr
yingt
osel
lyour
agenda.Youarereall
yli
steni
ngandarepres
cri
bingasol
uti
onbasedonwhatthey
havetol
d,whichisinfi
nit
elymorepowerf
ul.

PARTTHREE–FI
NDYOURPROSPECTS
WHY?
I
t’
sincredi
blyi
mportantt
haty
ouf
indt
heREALr
eas
onwhyt
heybook
edi
nthi
scal
l
wit
hy ou.Whatist
heirWHY?

SoMike,t
ell
mewhatyouthinkyourbi
gges
tmot
ivat
ionwasf
ort
aki
ngt
het
imeout
ofdayandschedul
i
ngt
hiscall
withme?

I
fyougetthe‘
real’
reasonandnotsomefluf
fli
ke:
“Ij
ustwant
edtoseewhaty
ouhave
t
ooffer
”thengreat,i
fnotyouwi
llneedt
oprobeanddigali
ttl
edeeper
.

Onceyougetthei
rtr
uedeepestdesi
re….
digdeeperbyaski
ngopenedended
questi
ons:

Page4
 "Okay,canyoutel
lmemoreaboutt
hat
?Whatdoy
oumean?Whatexact
ly
areyourefer
ri
ngtowheny
ous ay….
.
?"
“
Whydoy
oubel
i
evey
ouexper
ienci
ngt
his?”

"
Okay
,sowhyi
sthati
mpor
tantt
oyou?”

“
Whathavey
oudonepr
evi
ousl
ytot
ryandf
ixt
his?”

“
How l
onghast
hisbeengoi
ngon?”

“
Whathaspr
ompt
edy
out
olookatt
hisnow?”

“
Whati
sn'
twor
kingandWHY?”

“
Whydoy
ouf
eel
youhaven'
tachi
evedt
hisy
et?”

PARTFOUR–THEASSESSMENT
Thi
siswhereyougetareadonwheretheyareatandhow s
ophi
sti
cat
edt
heyar
eas
abuyerandthel
eveloftheext
entoft
heirpr
oblem.

So,Ihavealsot
akenal
ookaty
ou’
ret
hesur
veyy
ouf
il
ledout
/yourwebsi
te/
your
compet i
tor
setc.

Toki
ckt
hingsof
fcoul
dyoupl
eas
egi
vemeabr
iefr
undownony
ourbusi
ness?

Whatarey ous ell

ing?
How ar
ey oucur rentlygetti
ngcustomers?
Whatisyours alespr ocessfr
om gener
atingl
eadstoactual
l
ygett
ingpayi
ngcl
i
ent
s?
How doesy ourpr i
cingwor k?
How muchmoneyar eyoumakingpermont hwiththi
sbusi
nessri
ghtnow?

Youmustgetadol l
arfi
gurepermonthbef
oremovi
ngfor
wardorspeci
fi
cdatat
hat
set
sabas eli
ne.Thisi
sreal
lycr
iti
cal
tomaki
ngthesal
eandl
i
nkingyouandyour
ser
vicet
ot heprospectsi
ncome.

Whoi
syouri
deal
cli
entor‘
dream buy
er’
?

Page5
Whatpr oductors ervicedoy ouoffert
hataccount sf
or80% ofy ourrevenue?
(Paret
o’sprinci
ple80/ 20rule)
Whydopeopl ebuyy ourproduct sorservi
ce?
Whatpr oblem arepeopl et r
yingtos ol
veintheirbusi
nessorper sonalli
vesto
mot i
vatethem tobuy?
Doy ouknow how muchi t
’sroughlycosti
ngy outoacqui r
eanew cl i
ent?
Doy ouhaveapr ovenpr ocessinplacetogetnew cus tomer sondemand?
Doy oufeelcomf ort
abl eandconf i
dentwithrel
yingont hisastheprimar ywayto
getnew cli
ents?
Prospect:No

PARTFI
VE–FI
GURI NGOUTWHERE
THEYWANTTO GO
Getyourprospecttotel
lyouaboutwheretheywantt
ogoandtheirdesi
red
out
come. Thenfindoutthei
r‘why’
,andgetthem t
opi
ctur
eexact
lywhatl i
fewi
l
l
beli
keaft
ertheygetthere.

Onewaywedot
hisi
sbys
ayi
ng:

“Mik
e, i
fwewer ehavi
ngthi
sconversat
iontwelvemonthsfr
om t
odayandyou
werelookingbackatthepastt
welvemont hs,whatwoul
dhaveneededt
o
happenf oryoutobehappywithyourresul
ts?”

Il
ear
nedt
hatques
tion,
from abookcal
l
edTheDanSul
l
ivanQues
tion.

Her
ear
esomevar
iati
ons:

‘
Mik
e,whatarey
oul
ooki
ngt
oachi
evei
nthenext1
2mont
hs?Whatwoul
d
t
hatdofory
ou?’
‘
Wher
edoy
ouwantt
obe?’

‘
Whatdoy
ouwantt
oachi
eve?’

‘
Whatr
evenuedoy
ouwanty
ourbusi
nesst
obedoi
ng?’

‘
Whatwoul
dthatdof
ory
ourl
i
fes
tyl
e?’

Page6
 ‘
How muchdoy
ouwantt
owei
gh?’
(Ify
ou’
res
ell
i
ngawei
ghtl
oss
pr
ogr
amme)
‘
How muchmoneydoy
ouwantt
osave?’
(Fi
nanci
alpl
anner
)
‘
Whatwouldyouli
key
ourrelat
ionshi
pwi
thy
ourspous
elook
l
i
ke?‘
(Rel
ati
onshi
padvice)

Getananswert
otheseques
tions,l
etthem t
ellyouexactl
yallt
hethi
ngstheyare
tr
yingt
oachi
eveandgetaspecif
icfi
guresbefor
emovi ngfor
war dwi
ththecal
l.

OKandwhatisyourmot
ivat
ionf
orachi
evi
ngX?
How woul
dthes
echangethi
ngsfory
ourbusi
nessi
fyouachi
evedX?

"Okays
owhenyoumakemoremoney.
.
.andy ouhavemor
eti
me..
.whatar
eyou
goi
ngtodowi
ththat
?What
'stheREALreas
ony ouwantt
odothi
s?".
..

I
t’si
mportantyougetat
emperat
urecheckonexactl
ywhattheywanttoachi
eve
andWHY. Thenhelpi
ngt
hem t
opaintavivi
dpi
ctureofwhatthi
sexact
lywoul
d
FEELli
ke.

PARTSI
X–THEADMI
SSI
ON
"OkMike,
soIunderst
andyouul
ti
matel
ywanttogetmorecl
ient
s..
.whydoy
ou
thi
nkyouhaven'
tbeenabl
etoaccompl
isht
hisyetwi
thwhatyou’
vebeen
doi
ng?"

"Ihaven’
tbeenget
tingenoughl
eads.
.
."Ok,
wel
lwhatar
eyoudoi
ngspeci
fi
cal
l
yto
addressthi
s?”

"Ihaven’
tbeenabl
etol
osewai
t.
..
"Ok,
wel
lwhatar
eyoudoi
ngspeci
fi
cal
l
yto
addressthi
s?”

Aft
erenoughprobingy
ouwill
event
ual
lygettoaclai
m ofnothavi
ngenough
r
esourcesi
.e.
ski
ll
,money,
timeandknow how et
c.

Page7
“Wel
lIhaven’
thadenoughofX( aclai
mt onothaveenoughresour
ces)
"IfIj
ust
hadmore…….ori
fIknew how t
odo……. .thi
ngswouldbegreat!I
'mthebestat
whatIdo.I
'm agr
eatfinanci
alplanner
,Ireal
l
yturnpeopl
e'sfi
nancesar
oundand
JUSTwanttodot hi
s,butIdon’tgetal
lthismark
etingst
uff"

Getthem toexpr
essever
ythingthey'
vebeendoing.
How t
hey'
vestr
uggl
ed.
All
thei
rfr
ustr
ati
ons.Getal
lofthei
rchall
engesout
.Whathasworked.
Whathasn'
t.
Andwhy .

Getthem t
oadmi tthateverythi
ngthattheyhavetri
edsi
mplyisn’
tworki
ngand
needaprovensys
t em/roadmap/ pr
ogram. Fr
om someonethathasdoneit.
And
they'
vehadenoughofdoi ngitbythemselvesandwanthelp.

"
Whyisthi
simportantf ory
ouf i
gureoutandgeti
twor king?"
"
Okay,onascal
eof1t o1 0–1beingnotreal
lyi
mportantand1 0beingext
remel
y
i
mport
ant.How i
mpor tantist
hisforyoutodo?"
"
Whatdoesitmeani fi
tdoesn’tgetdone..
.whatdoest hatrepr
esent/
whatdoes
t
hatl
ookli
ke?"

NOTE:Ifi
t'
snotimport
antt
ot hem..
.dr
opthecal
l
.Iftheydon’
thaveabur
ning
desi
ret
osolvet
hispr
oblem,
itdoesn’
tmatt
erwhaty ouarechar
gingt
heywon’
t
buy.

"
Okaysowhaty
ou'
ret
ell
i
ngmeiswhatyouar
ecurr
entl
ydoi
ngi
snotwor
king
r
ight
?Andi
t'
sti
metofi
nall
ydos
omethi
ngabouti
t?”

PARTSEVEN –DELI
VERI
NGTHEVALUE
Aft
eryou’veestabl
i
shedthebur
ningpr
obl
em they’
retr
yingt
osol
ve,
thisi
sthe
partofthecal
lwhereyoutr
ansi
ti
onint
othev
aluey oupromi
sedupfr
ontinyour
GodfatherOff
er.

Oncewe’veaskedal
lourques
tionsandgotal
lthei
rans
wer
s,wesi
mpl
yhel
p
them f
ormul
ateaplanbasedont hei
rans
wers.

Oncewef i
ndoutwher etheyar
eandwher et
heywanttobe,andwe’vegone
thr
oughalltheseques
tions,
andgotall
thest
uffwecangetfr
om them,al
lthe
‘
raw materi
als’
sotospeak,wenow bui
ldt
hem abri
dgetogetther
einthefor
m
ofaplan.

Page8
“OkMi k
e, wellbas
edonwhatwe’vediscuss
ed,Icandef
ini
tel
yhelpy
ouwiththat.
Wouldy oulik
emet oshow y
oual
it
tleofhow wecoul
ddot hatandwhatwould
beinvolved?”

Thisi
sthesi
ngl
emos ti
mportantpar
tandiswhereallsal
espresent
ati
on
gener
all
yfal
l
sshor
t.YouwanttoPROVEt oyourprospectthaty
oucanhelp
them,byACTUALLYhel
pingt
hem.

Notsi
mpl
ytel
lthem whaty
oudoandhow muchy
ouchar
ge.

Remember :“Noonel ik
est obes ol
dbuyever yonelikestobuy .”Youwantt oget
yourprospect sextremelyexci
tedbys olvi
ngapar toft heirproblem onthecallor
atleas
tmaki ngitveryclearonhow youcanhel pt hem solveit.
Ult
imately,youwantt oleaveyourprospectsbetterthanwheny oufoundthem.
Meaning,regardlessofwhet herornottheychoos et obuy ,youwantt odeli
ver
val
ueandcr eat egoodwi ll
.Thi
swillhavethem thankingy ouatt heendoft hecall
.

Remembers cept
icism i
srampantandy ourprospectshavelik
elybeent old
everythi
ngy ouaret el
li
ngthem befor
e,buthaven’tachievedtheresult
st hey
want ed.Byfoll
owingt hi
sprocessanddeli
veri
ngv al
uey ouPROVEt hatyouare
dif
ferentfr
om ever ybodyelsebygivi
ngthem somer esultsi
nadv ance.

How youdothi s:Spli

nterof
fati
nypar
tofyourof
fer
inganddel
iveri
tthenand
thereonthecall
.Hashingoutapr
obl
em andthendemonstr
ati
nghow youcoul
d
helpthem s
olvethat.

Thi
spartofyours
cri
pty
ouwi
l
lhavet
owr
it
eouty
our
sel
fbecaus
eever
ybody'
s
ser
vicei
sdif
fer
ent.

EXAMPLE:

I
fy ouarePRconsultanty
oucouldshow them asit
elik
eHARO ( Helpa
reporterout
)thatshowsthem how t
oconnectwi t
hhundr edsofj
ournal
i
sts
thatareacti
vel
ylookingf
orexpert
s/busi
nessestofeatur
eandwei ghi
non
arti
cles.

Page9
 EXAMPLE:

Youmightbeadi git
al marketi
ngconsul
tant.
Ifsoyoucoul
dshow them how
muchs earchtraf
fi
ccer t
ainkeywordsareget
tingonGoogleorwheret
heir
compet i
torsar
egettingtraf
fi
cf r
om andhow muchtraf
fi
c.Usi
ngsit
esli
ke
SEMrushorSi mil
arWeb.

EXAMPLE:

I
fyouareaf i
nanci
alpl
anneryoushow them how t
oof fsett
heiri
ncometax
bysett
ingupaf ami
lytr
ust.
Orus eacreditcheckservi
ce/soft
wareonthe
cal
ltoseeift
heycouldabettermort
gager ateontheirhome.

Getcr eativeandthi
nkaboutuniquewasthatyoucoulddel
ivervalueandshow
them liveont hecal
lthaty
oucanhelpthem byactual
l
yhelpingthem. This
str
ategyi salmostli
kemagicandmakespeoplebuywithaslitt
leresi
stanceas
possible.

Oncey
ou’
vedel
i
very
ourv
aluepi
ecei
t’
snow t
imet
ogai
ncommi
tment
.

PARTEI
GHT–GETTI
NGCOMMI
TMENT
Oncey
ou’
vedel
i
ver
edy
ourv
aluepi
ecei
t’
snow t
imet
ogai
ncommi
tment
.

IMPORTANT:Ifyou’
veident
ifi
edonthecall
thatthepr
ospectisnotagoodfi
t,
pol
it
elyl
ett
hem know;andevenift
heywantt obuy,
donotsell
tot hem.
Itwi
l
l
si
mplycaus
eyoumor eheadachesi
nthelongrunandwill
drai
ny ou.

Additi
onal
ly,
youcan’
tbui
l
dabusi
nessbas
edof
fwor
kingwi
thcl
i
ent
swhoar
en’
t
agreatfi
t.

“
SoMike,basedonwhaty
ou’
vet
oldmeitdoesn’
tsoundl
i
keI
woul
dbeagoodf
it
f
orhel
pingyougett
owherey
ouwantt
ogo”

Page1
0
Iftheyareagreatf
it,
thi
siswher
eyougai
ncommi
tmentandseguei
nto
yourofferi
ng:

‘
Ok,
Mik
e,how di
dyouenj
oyt
hat
?’

‘
Doest hats
oundl
i
kethetypeofhel
pyou’
rel
ooki
ngf
or?Woul
dyoul
i
ket
o
know moreoft
hespeci
fi
cs?’

‘
Ok,Mike,
itl
ooksy
ouwouldbeagr
eatf
itf
ormypr
ogr
am ors
ervi
ce.
Doy
ou
wantt
ohearhow thatwor
ks?

PARTNI
NE–THEPRESCRI
PTI
ON
Thissect
ionoftheconvers
ati
onist
osi mplytel
lthem whatyou’
vegottoof
fer
andwhaty ourprogr
am canhel
pthem achieve.Tai
lort
histot
hespecif
ic
probl
emst heytoldy
outheywerehavingearl
ierinthecal
landposi
ti
onitas
exact
lywhattheyneed–becaus ei
tis!

Noti
cet hi
sisthefi
rstti
mei nthecall
thatyoustarttal
ki
ngaboutwhatyouhave
tooff
er.Nowhereatanypoi ntduri
ngourconversati
onhavewet ol
dthi
spers
on
whattodo. I
nstead,now we’r
egoingtostartpr
escri
bingsol
uti
onstohel
pthem
ontheirwaytotheirdesi
redoutcome

Nat ural
l
y,y
ouwi l
lhavetowrit
et hisar
eaofy ourscr
iptbecaus
eeverybody's
serviceandoff
erisdif
fer
ent.Wr it
eitout,r
eadi tal
oudandensureitrol
l
soffyour
tongueandt henpracti
cesayingitoverandoveragaintogetthedeli
veryperf
ect
.

Thisoverview shouldbenomor ethana2-minuteoverview.Don’twaff

leon
andon,andwor ky our
sel
fintoafr
enzywher
eyouarejus
tratt
lingof
feverybel
l
andwhistl
ey ourservi
cei
ncludes.

Bepreparedandgetusetodeliver
ingthisovervi
ew andappl
yi
ngitspecif
icall
yto
eachprospectspai
ns,
fears,
hopesanddr eamstomak etheprospectf
eel y
our
off
eri
ngisexactl
ytheanswerforwhatt hey'r
elooki
ngfor.
Usethes amewor ds
theyhaveusedtodescri
betheirprobl
emsandgoal s

Page1
1
Provi
dethef eatur
esandthenf
ini
shwi
thhow thesetr
ansl
atei
nto
benefi
tsforthem.

EXAMPLE:

You’l
lhavepredi
ctabi
l
ityi
nyourbusi
ness,mor
eti
me,
mor
emoney
,less
str
ess,great
erfr
eedom, i
ncr
easedsecur
ity
.

EXAMPLE:

You’
l
lhavemor eener
gy,
feel
great
,andbeabl
etof
iti
ntot
hatol
dpai
rof
j
eansyoulove.

PARTTEN –TEMPERATURECHECK&
TESTCLOSE
Basedont heprospectst
oneandinvol
vementi
nthecal
lyoushoul
dhaveagood
readi
fthey’r
e‘cold’
,‘
warm’or‘
hot
’.

However,
wes
til
lwantt
odoat
emper
atur
echeckandt
estcl
osebyaski
ngt
he
f
oll
owing:

‘
OkMi k
e,basedonwhatwe’vedi
scuss
ed,
whydoy
ouf
eel
youwoul
dbea
goodcandi
datefort
hispr
ogram?’

Thisquesti
onispower
ful
.I
tturnst
hetabl
esandget
sthepr
ospecttostar
tsel
l
ing
themselvesonwhytheywouldbeagoodfi
tfory
ouandwhytheyfeel
theywould
besuccessful
.

Page1
2
 "Bef
oreImovef orwar dMi ke,
andI'l
lgettothefinanci
alinves t
mentand
ever
ything.I
'dli
ket ofirstknow af
terheari
ngaboutwhati sav ai
labl
e,what
thebenefit
sy ou'l
lreceive,andhow thisi
sgoingt ogetyoucl oserto
achi
evingyourgoal s.Andget ti
ngyout hehel
pt hatyou'r
el ookingfor.
Doyou
haveANYot herques ti
onsorconcer nsthatIhaven'tcovered?"

"Okays oyou'r
ecl
earandcomfort
ablewi
thever
ythi
ngt
husf
ar,
youknow
how everyt
hingworks?Okaygr
eat.
"

"Ot
herthanmoneyist
her
eanyot herr
eas
ont
hati
twoul
dn'
tmak
esens
eto
goaheadandgets
tart
edtoday?"

"
Okayso,i
fthemoneymakess
ens
e.Wecangety
ous
etupandr
eachi
ng
(
yourgoal
s)i
mmediatel
y?"

PARTELEVEN –WHI
CH OPTI
ON CLOSE
Stateyourpri
ceandwhaty ourser
vicescost
,sayitwithpri
deandconvi ct
ion.DO
NOTHESI TATEf oras
econdandnotpaus etogetaconf i
rmat i
ononcey oustated
pri
ce.Thisi
sar unonsentenceandy ouwanttogoont ofurtherexpl
ainwhatthe
pri
cingopti
onar ewhytheirbrai
nprocessesandjusti
fi
esthepr i
ceyoujust
st
ated.

Youshoul
dbui
l
dtwoort
hreedi
ff
erentopt
ioni
ntoy
ourof
ferwi
th3di
ff
erentpr
ice
poi
nts.

HI
GH-
LEVELPACKAGE:

Thi
sshouldbeapr emium pr
icepoi
ntandi ncludeall
thebell
sandwhi stl
es.
Onlyar
ound10% ofpeoplewhobuywi l
ltakethisopti
on,howeveri
tserves
ver
ywellasacompar i
sonbas edpr
ici
ngtool andmak etheotherpackages
l
ookveryatt
ract
ive.

Page1
3
 MI
D-LEVELPACKAGE:

Thisshoul
dbet heof f
ert
hatyouleadwi t
hinyourscr
iptanditshouldbea
bitmoreexpensivethantheamountt hatyouar
eactuall
ytryingcommand.
30%- 40% ofpeopl ewhobuywillchoosethi
spackageandi ncreas
esyour
LTV(Lif
eTimeVal ue)ofacli
ent
.

LI
GHT-
PACKAGE:

Thi
si sthepackageyouarecountingonpeopl et aki
ng. I
t’
ssti
ll
veryat t
racti
ve
butjustdoesn’ti
ncl
udes omeoft he‘nice-t
o- haves’,bel
lsandwhi s
tles.Thi
s
wil
lnaturall
ybethecheapes topt
ionandgener allythemos tattr
activefor
mostpeopl e.DO NOTsellt
hispackagebydef ault,alwayssel
ltothemi ddle
orhi
gherl evel
packageandy ouhavet hist
of allbackoni fneeded.

NOTE:All
packagesshouldhavea$1
000-$2000setupf
ee.
Youcanus
ethi
s
set
upfeetocr
eateurgencyandtomovequi
ckl
y.

“WellMi
ke,Ihave3dif
fer
encepackages,
(expl
ainpackagesbr
ief
ly)
,whi
ch
packagedoy outhi
nkwil
lbebestf
oryou?"

I
ftheys
electt
hehi
ghes
tpackage,
thengr
eat
.
I
ftheys
electt
hemi
ddl
epackage,
tes
tthewat
eront
hehi
gher
-package
I
ftheys
electtheli
ghtpackage–say“Wel
lMi
ke,bas
edoneveryt
hingy
ou’ve
t
oldmeIt hi
nkthemiddlepackagewoul
dbethebestsui
tedf
orwhatyouare
t
ryi
ngtoachieve”
Goont oexplai
nbenef
it
soverl
ightpackage,
butyoucanal
waysfal
lbackon
thel
i
ghtpackageasit’
sthepackageyouarecounti
ngonsel
l
ingi
nanycase
andeveryt
hingels
eisabonus.

Page1
4
NOTE:Al lpackagesshouldhavea$1000-$2000setupfee.
Thisisf
ort
wo
reasons:
1)tooffsetyourcustomeracqui
si
ti
oncos
ts,and2)tocreat
eur
gency
usingaFastActionBonus( FAB).

FastActi
onBonus
Goingbackandf
ort
hcostsy
out i
me,energyandmoney.Letthem
know y
oucandropthet
hesetupfeei
ftheymak eadeci
sionnow.

Asabackupyoucangi
vet
hem 24hour
sift
heyt
rul
yneedt
ospeak
wi
ththei
rpar
tner
.

“WellMik
e,asment i
onedt her ei
sa$2000s etup, howeverIhave
foundthatthosewhoar eablet omakedeci si
onsqui ckl
y,bedecisi
ve
andtakeact i
onaremybes ttypeofcl
ients,
s oforthatreason,i
fwe
cangetthisalls
ortedf oryouont hecallt
oday ….I
’l
lwaivethe$2,000
setupcostoffyourinvestment-s oit’
sjustthe$2,000permont h.
How doest hi
ssoundMi ke,canwegoaheadandgett hi
ss etupfor
you?”

DON’
TSAYAWORD
“
How doesthatwor
k”
“
Whatarethenextsteps”
“
Yes,
letdoi
t”

“
Okgreat…wet
akeVi
sa,
Mas
ter
Car
dorAmex,
whi
chcar
dwoul
dyoul
i
ket
ous
e
t
oday?"…

Col
l
ectt
hedet
ail
sandBOOM!

"Ar
ey ouabs
olutel
yseriousorar
eyoujustsayi
ngthisnottohur
tmyf eeli
ngs?I
cantakeanoaswel lasIcantakeay
es..
.Justshootmes t
rai
ght,asIdon'twant
towasteanyone'
stimeher eMik
e"

Page1
5
PARTTWELVE–FI
RM UP& LOCKDOWN
Congratul
atethem onthei
rinves
tment
!Makethem f
eelexci
tedaboutthei
r
deci
si
onandconf ir
mt heyhavemadether
ightdeci
si
onsandar eonthei
rwayt
o
achi
evingthei
rgoal
s..
.

“Congratul
atethem ont
heiri
nvestment.
Now I
'dl
i
ketoexplai
nwhatthenext
stepsaremovingforwar
d”…(Expl
ainwhatwi
l
lhappennextandtheon-boar
ding
procedure)

"Mik
econgr
atul
ati
onsandwelcomeaboard,you’
vemadeagreatdeci
siont
oday
aboutt
owardsmovingf
orwar
ds,taki
ngact
ionandreachi
ngt
hegoalsthatyou
l
aidout
!”

Page1
6