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    The document discusses the agenda step of a perfect closing script. It explains that the agenda step puts prospects at ease while giving you control of the conversation. Some key points made include: 1. The agenda step establishes how the call will proceed by asking qualifying questions to determine needs and setting expectations. 2. Sample agenda questions are suggested like "How did you hear about us?" and "What are you hoping to accomplish on this call?" 3. It is important to answer questions with questions to maintain control and redirect the conversation if the prospect starts asking too many questions too soon.

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    The document discusses the agenda step of a perfect closing script. It explains that the agenda step puts prospects at ease while giving you control of the conversation. Some key points made include: 1. The agenda step establishes how the call will proceed by asking qualifying questions to determine needs and setting expectations. 2. Sample agenda questions are suggested like "How did you hear about us?" and "What are you hoping to accomplish on this call?" 3. It is important to answer questions with questions to maintain control and redirect the conversation if the prospect starts asking too many questions too soon.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
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    2K views4 pages

    The Agenda Step: The Perfect Closing Script

    Uploaded by

    sfd
    The document discusses the agenda step of a perfect closing script. It explains that the agenda step puts prospects at ease while giving you control of the conversation. Some key points made include: 1. The agenda step establishes how the call will proceed by asking qualifying questions to determine needs and setting expectations. 2. Sample agenda questions are suggested like "How did you hear about us?" and "What are you hoping to accomplish on this call?" 3. It is important to answer questions with questions to maintain control and redirect the conversation if the prospect starts asking too many questions too soon.

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    of 4

    T H Ewww.getwsodo.

    com
    PE R F EC T C LOS I N G S C R I P T
    www.getwsodo.com

    MO DULE 1

    The Agenda Step


    TR ANSCRIP T

    Sifu Dan Lok: Three steps. The staircase. We have the agenda step, we have
    the qualify step, and we have the commitment step. Think about when you
    are on a closing call. You have agenda, qualify, and commitment. Let’s talk
    about the first step. The agenda step, this step puts people at ease while
    putting you in control. It also sets you up for a decision.

    Now, what we are after is, we’re not just after necessarily a yes. What we
    want is we want a decision. It could be a yes, it could be a no. It doesn’t
    matter. We want a decision. Because most prospects, when they come onto
    the call, thinking they’re going to get more information. How many of you
    have been through those call, where you know that they are calling you
    because they just want some more information, right?

    Well, how much do you charge? Or, how does this work? And what are the
    terms? That kind of thing. Or, I just want more information, right, when they
    call you. But, you know that that’s not how the call is going to go. As a high
    ticket closer, you know this is going to be a one-call close. You want to aim
    for one-call close.

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    T H Ewww.getwsodo.com
    PE R F EC T C LOS I N G S C R I P T
    www.getwsodo.com

    Now, it doesn’t matter. This is a philosophy. We want to do our very best to


    close that sale with one call, but sometimes, I do see, sometimes HTC where
    ... Oh, Sifu always says we got to close one call. It’s not what we’re aiming
    for. If you’re closing something, 50, 100,000, 200,000, oh, you might need
    multiple call. It’s okay. But what I’m saying, it’s our plan, our mindset going in
    as a high ticket closer, it’s we’re going to close this in one call. Right?

    It’s not a tactic where we have to do it in one call. It’s going in, we’re going
    to get this done with one call, right? And you want to know if they’re decisive
    or if they are just tire kickers. So in the agenda step, very quickly, you want to
    establish that in the beginning. You’re basically telling the prospect, “This is
    how it’s going to go. This is how it’s going to work.” Okay?

    So, would it be helpful if Sifu give you some agenda of questions? Yes?
    Okay. So here is some examples that I like to use. Example could be, “How
    did you hear about us? How did you hear about us?” You can ask that in the
    beginning, how did you hear about us? Very, very quickly you would know
    what is going on.

    Or, “How did you hear about,” if you’re closing for an influencer, let’s say
    influencer is ... Let’s say you’re closing for Sifu, you can easily ask, “So how
    did you hear about Dan?” And they might say, “Oh yeah, I’ve been watching
    Dan’s videos, I’ve been following him on social media or I’ve read his book.”
    It would give you a very quick, like almost the temperature. It’s like, “Where
    are they at?” They might tell you, “Oh, yeah, I’ve been following Dan for now
    almost two years. I watch all his videos and I’ve been wanting to do this for
    a long time and finally, I’m on the phone with you.” Then you will know in
    terms of on a scale one to 10, oh, wow, that’s probably a seven or eight, all I
    need to do is dig a little bit deeper and then I could close the sale.

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    PE R F EC T C LOS I N G S C R I P T
    www.getwsodo.com

    On the other hand, they might say, “Well, yeah, I don’t know much about
    Dan. I just saw one video and I booked the time.” All right, that’s probably
    a one or two. So then when it’s below a five, what do you do? What do
    you do? Reverse psychology. So then you know you need to do something
    different.

    Phong uses this technique, I just used it, “What attracted you to blank?” So
    what attracted you to ABC company, what attracted you to my marketing
    service, what attracted you to this project? Whatever it is, right? Here is a
    good one, when I set the agenda, “What are you hoping to accomplish on
    this call today?” You know this. Phong is asking.

    So what are you hoping to accomplish on this call today? Or there is another,
    “How long have you been doing that? How long have you been doing that?”
    Oh, I have been in the construction business, this is what we’re doing. How
    long have you been doing that? Can I just set the tone with basic qualifying
    questions, right?

    Now, the agenda step, I want to give you some sample agenda step where
    don’t use it word for word but I want to give you some examples. So, say
    it with me together. Okay, say it with me, I want you to practice this, okay?
    Name, this is how the call will go. First, I’m going to ask you some questions
    to find out if or how I can help you. Then, I will tell you about what we’re
    doing. Does that sound fair? Remember the tonality. Does that sound fair?
    Just a question, does that sound fair?

    I want to make sure that we’re on the same page during our conversation
    today. How much time did you set aside for us? And here is a good one, and
    remind me about the purpose of today’s meeting as you see it. Or, remind
    me about the purpose of today’s meeting again?

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    T H Ewww.getwsodo.com
    PE R F EC T C LOS I N G S C R I P T
    www.getwsodo.com

    That’s a very powerful question. And there’s, “Well, yeah, because I booked
    the time or I watched the webinar or I’ve gone through your website and
    that’s how I booked the call.” Okay, boom, right there.

    So what are you hoping to accomplish on this call today? Or, well, what
    I want to do is I want to find out about this, I want to explain about my
    problem or whatever that is, right. So boom, right there, agenda step. Now,
    sometimes, you will get a prospect on the phone where right from the
    beginning, they’re asking you a lot of questions. How does this work? So
    how much do you charge? Very quickly, within the first few minutes they say,
    “Well, how much do you charge? How much is this thing?”

    Do not answer questions. This is very, very key. Okay? Very, very key. In high
    ticket closing whoever asks the questions controls the conversation. So you
    always answer question with a question. I’m going to demonstrate for a while
    in just a bit. So, always answer a question with a what? With a question. So if
    a prospect is trying to take control of the conversation in the beginning, they
    do it in a form of asking questions, right?

    We redirect. You redirect. Do it with me. So remember this, do you know Tai
    Chi? Do a Tai Chi move with me right now. Do a little circle, okay, a little Tai
    Chi move, do it with me. Whenever this, there’s a question coming in, you
    redirect. Tai Chi, redirect. One more time. Use your body, use your hand.
    Redirect. Okay? Redirect. Just do that. Redirect. Now, if they’re asking a lot
    of questions, here is a great line that you could use. Well, why don’t we wait
    to the end to ask questions and at the end, just let me know if it makes sense
    to you or not, how does that sound? That’s it, that’s very, very simple.

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