Closing Script
This Script Is Powerful
This script is powerful and should not be abused.
Make sure you’re in a quiet room with no distractions.
Be prepared for people to open up to you and tell you things they’ve not told
their best friend.
Every step is strategically placed to diagnose their problems and prescribe
a solution. (doctor frame)
Closing Script
Important Things To Know:
Do not use high energy. This feels like a used car salesman.
Silence is your ultimate weapon. Ask questions, shut up and listen and let
the prospect tell you their answers.
You must keep asking questions to get the real answer. You can’t move to
the next step until you feel they told you the real problem.
You must be willing to ask awkward questions to help them. You also need
to be willing to challenge their beliefs and call them on their BS.
Never qualify yourself. Always keep the focus on them and hold the alpha
stance. (The Doctor frame)
Pre Call Preparation
Sharpen Your Axe First…
Print out a survey if you send people to an application form.
Research their social media profiles to collect information.
Grab a pen and paper so you can write down their answers.
Release all attachment to getting a “YES” and focus on prescribing the
solution to the persons problem.
Always go into a call or chat with zero emotional baggage. You need to be
focused on helping the person and not your own selfish desires or
problems.
Step 1- Build Rapport
Simple questions to get you started…
Hey Bob, how’s your week going?
Hey Bob, where are you calling from today?
Hey Bob, how are you today?
Note: This should be a max of 2-3 minutes to get the conversation going.
Step 2- Take Charge
You need to take charge
of the conversation…
Okay Bob, I just want to let you know how the call will go. I’m going to ask you
a series of questions to get to know you, so please don’t hold back anything at
all. Just be upfront with me as much as possible and I’m going to take some notes
as we talk and make sure I think you would be a good fit for my program and see
if I can add value to what you’re doing.
Now before we jump in I would just like to get an agreement that you will be honest
with me and not sugar coat anything so I know if I can help you. I also don’t want to
get to the end of our call together and then you say I need to think about it. If I feel
you’re a good fit I will invite you into my program. If you feel it’s a good fit for you cool,
if not just be honest with me so we are not wasting each others time. No problem either way.
Does that work for you?
Step 3- Figure Out Why They’re Here
You need to understand why
they’re seeking your help…
The real goal here in step 3 is to figure out why they reached out to you. In other
words what pain are they currently in. If everything was great they would not be
wasting their time getting on a call.
So Bob, tell me what motivated you to reach out and jump on a call with me?
Sample questions to ask:
Tell me more about that?
What do you mean by that?
Why do you think this problem exists?
What have you tried to do to fix this?
How long have you been dealing with this problem?
Step 4- Understand Current Situation
You need to understand
their current situation…
Step 4 is all about understanding their current situation. We need to know where
they’re currently at so we can later bridge the gap from where they’re now to their
desired situation. This also is important to lead to step 5- their pain.
Sample questions to ask:
Tell me a little about your life and what you do?
Do you have a business already? What have tried to pursue previously?
Do you have a product of your own or a product you’re selling?
If selling multiple products or services which product makes up most of your sales?
Who is your ideal customer?
Step 5- Identify The Pain
You need collect data and create pain…
Step 5 is very important. You must understand and keep asking questions until you understand
their current pain. They would not be on the call with you if they’re not in pain. Often the pain
is far worse than they think it is or will admit. Most people avoid their problems, but we need
to bring it to the surface so they can feel the pain and severity of their situation.
Sample questions to ask:
So how much money per month are you currently making with this business?
How well are you doing with that?
How are you currently getting results?
Do you currently have a system in place to get leads and sales daily?
How long have you had this problem?
Are you happy with the results you currently have?
Step 6- Figure Out What They Want
You need to figure out their dream life…
Step 6 is all about getting them to tell you what they want in detail. You need to really get
them dreaming and feeling emotionally what their dream life would look like if they could
finally reach their goal. If someone is setting small goals you must help them stretch their
imagination to what is possible and help them see what is possible.
Sample questions to ask:
Bob, let’s pretend it’s 1 year from today. What would need to happen for you to be truly
satisfied and excited?
So how much money per month would you like to be making in the next 12 months?
What is your motivation for reaching this goal?
How would things be different in your life if you achieved this?
What would change in your personal life or with your family if this happens?
How long have you had this problem?
Are you happy with the results you currently have?
Step 7- Bridge The Gap:
You need further the gap…
Step 7 is very powerful. We got them in step 6 to define what they want in their life and
business. Now we need to widen the gap to help them realize their current situation and their
desired situation are far apart. We need to get them to admit they can’t do it on their own.
This is important because if they don’t realize they have a problem and they feel like they
can solve the problem on their own, they will not buy.
Sample questions to ask:
Bob, what do you feel is your biggest obstacle right now between you and your 12 month goal?
Why do you feel you haven’t reached your goal already?
What do you feel is stopping you from doing this on your own?
Bob, you told me your goal is (insert goal), so why not do it on your own?
Step 8- Gaining Permission
You need ask for permission…
Step 8 is all about getting permission to share what you do. Don’t move forward until they
say yes I would like to hear more.
Okay Bob you told me your goal is to (insert goal), but currently you feel (problem they have)
is stopping you from reaching your goal. I’m 100% certain that we can help you fix that and
I feel you’re a good fit for what we do.
Would you like me to tell you about what we do?
Or
Would you like me to share what we do and how we can help you?
Step 9- State What You Offer
You need state your
offer and how it works…
Step 9 is to state who you help and what you have to offer. You need to be vague and not
go into extreme details of what you do. If you start talking about the processes and features
you will scare people away.
My area of expertise is helping (your niche) to (desired outcome) by (what you do for them).
I typically work with (your niche audience) and I help them to (their desired outcome).
Then you vaguely state what you have to offer.
Step 10- State The Price
Let them ask for the price…
Step 10 must only be mentioned once they ask how much it cost. Don’t bring up price until
they ask for it. When you mention the price you must say it with certainty and no hesitation.
You also want to get them to state what they believe it’s worth. If they say a bigger price and
you tell them it’s less they’re going to feel relieved. If you charge more you can counter.
Well Bob, out of curiosity lets say I could do (what they want) for you. What do you think
would be a reasonable investment to get this kind of return? (Be silent until they answer)
Ok Bob, unfortunately I charge more than that. I am sure by working together I can get
you from (their pain) and help you to get (their desired result), would you be comfortable
spending $X more to make (their desired result) a reality?
Step 11- Collect The Money
Ask for the credit card…
Okay Bob, let’s get you started and moving in the right direction. Would you like to
pay with Visa or Master Card?
