(This script is set up for Coaches/Consultants, but you can easily adapt it to your offer/niche)
Please Keep This In Mind: The following script is simply a broken down system and isn't something you HAVE to follow word by word. If for instance, a potential customer goes into depths on a question you have asked or something you said, make sure you are "building" on the thing they are discussing as this will make the conversation flow better and more natural.
Intro:
Morning John, this is Hassan Chattha, how’s it going? Downward inflecting tonality
Will there be anyone else joining us today?
Well, John we’ve got just under an hour, 59 minutes. Shall we dive in? Downward inflecting tonality
Qualifying process.
So John, what was it that specifically piqued your interest in jumping on a call today after (insert method used to contact lead)
- Background Questions (General backing context) - example q’s and likely follow-up questions
Bring something up from the questionnaire your lead-filled up and use it as context in framing your questions.
So obviously you filled out a questionnaire before jumping on our call today. Something that stood out to me was XYZ
Try to create the question with the most relevant problem you noticed from their questionnaire. Possibilities you can use to discuss are listed below.
Only getting inbound leads
Booking x amount of meetings
Taking sales calls themselves
Doing outbound themselves
An example of using one of the above possibilities:
“So obviously you filled out a questionnaire before jumping on our call today. Something that stood out to me was the fact that your client acquisition process only leverages inbound leads. Can you dive a bit deeper into the process?
Note: If you guys for some reason don't have anything of substance from the questionnaire to use, you can simply ask them what their current role in the business is.
Example: So John, I’d like to start by discussing your business's current infrastructure. Can you please provide me with some context on how your time is currently being divided within the business?
- Background Questions (General backing context) - example q’s and likely follow-up questions
- What was it that caught your attention/piqued your interest from our content/our chat/your conversation with TEAM MEMBER?
- Can you tell me a bit more about your current role?
- Can you tell me a bit more about your business for example, who you’re targeting, the offer structure, and service delivery
- As far as you’re aware, do you have market fit?
- Who would be your ideal client/what niche are you targeting?
- How long have you guys been going for
- What does your sales process look like right now, from initial touch point, to signed contract?
- How (else) are you currently generating leads for your business?
- Are you doing the lead gen yourself, or do you have VAs/a team who runs it?
- How are you generating leads for your clients? (if agency)
- So how big is the team?
Gathering relevant information:
- How many clients are you guys currently working with?
- What is your current MRR?
- What is the goal 6 months from within the business in an ideal world? This can be both monetary and nonmonetary goals
- What are you currently doing to get you from where you are now to XYZ?
- How is that going?
- In your opinion NAME, what do you feel is the biggest challenge holding you back from reaching XYZ, right now?
- If they think they have no issues getting to their goal by themselves/their goals are too low for our offer, increase their goal with one of the following
- Ok man, I’m curious, is there something holding you back from wanting to push for PQR in the next 6 months? Where PQR is double/a dramatic increase on their current goal XYZ
Probing Questions (Broadening the understanding - broader picture)
- Can you tell me more about that
- Can you provide some more context
- What do you mean when you say XYZ?
- How come?
- Do you… I guess… do you like it? Veryyyyyy careful on pacing and tonality here
- Why?
- What ...
- Why do you say X?
Wrapping up before the pitch
Ok well I’m pretty clear on your situation
Is there anything else we haven’t gone through that you feel would be relevant to dive into?
Cool. I feel like I have a comprehensive understanding of your current situation. Ill go ahead and share my screen, and we can discuss exactly what we can do for you. Before I do that I’d like to provide you with a little more contect on the history of our company.
Provide a quick one minute summary of who your business serves, how long you have been around for and some case study numbers.
With that being said lets dive in → share your screen
The Pitch
Make sure that you have created a lucid chart that illustrates your process step by step.
Be sure to keep the prospect engaged, during your presentation.
One you are done presenting.
John, that about sums up everything. I know this call was long but I wanted to make sure I did my due diligence by not leaving anything out. If you have any questions about anything or if something was not clear I would be more than happy to clarify!
Once you have clarified everything:
John, if you had to rate our process from a scale of 1 to 10 with 1 being this is terrible I dont like it, and 10 being I can see this process solving (name their main issue(s)) what would that number look like?
If the answer is a 10 ask them why?
This will give them a bias to buy.
If the rating is anything below a 9 ask them the following:
How can we take this from a 7 to a 10?
The above will provide you with their true underlying objection that you can now isolate.
Once the objection has been dealt with ask them the following:
So john, how can we move forward from here?
They will always ask for the price, and from there you can share your screen again and present them with the most relevant package you sell.
Make sure that you dont ask them to choose the price and actually present them with the model that makes the most sense.
Last step is to collect the invoice and celebrate on a new client being closed 🤭
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