Basic Transition:

“Look so I feel like we’ve covered a lot of ground here… Is there anything else that you feel like
we haven’t covered that I need to know?”

[prospect response]

Well John - based on what you told me previously what I think what I have going on over here
may be a good fit for you…

....because you know how earlier on the call you told me that you're only closing about 1 out of
every 10-15 consults that you have and it's making you feel a little bit like you're in that feast or
famine thing you mentioned?

[prospect response]

Well, my area of expertise is helping solopreneurs who don’t have control over their sales
process start closing 30% of their calls consistently without having to use a lot of sales pressure.

Make sense?

[prospect response]

Cool - so at this point, where do you wanna go from here? I can walk you through process of
exactly how I make that happen A-Z if you would like? But you tell me where you wanna go.

[prospect response]

High Level Promise:

Gotcha - so do you still have that pen & pad?

Great, on your pen and paper - write out 1—>4 with a good bit of space in between them to take
notes on each. 1, 2, 3, 4

[wait for them to acknowledge they’ve done this]

Ok - let me preface this by saying that everything I do is all customized on what’s best for the
client. For you, specifically, it’s gonna be 4 things. 4 steps for you to go from zero control on
your sales calls to closing at least 30% or more of the people you speak with in about 8 weeks.
Cool?

The Bridge:
Ok… so when you come in, the very first thing we’re going to do is build out what I call your…

Pitch Codex:

So the first thing we’re going to do is get clear on your offer and how it’s explained over the
phone,,,,

And we’re going to do it in a way in which it’ll feel in a way that’s compelling, that’s new, and
very different to what the prospect has heard before.

Which will not only allow you to separate yourself from the competition, but also because of the
positioning likely increase your pricing which means less work to get to your goal and more time
in the evenings with your family.

Does that make sense?

Awesome - any other questions or are you ready to move on to #2?

Cool, so once you’re pitch is dialed in, the next thing we’ll focus on is

Sales Process Redesign

So you know how earlier on the call you mentioned that you’re dealing with a bunch of
objections at the end of the calls and it’s making you feel like you have to be super “high-
pressure” to close prospects who are otherwise your perfect client?

So in this stage what we do is redesign your sales process by implementing what I call the
“reverse selling system”.

The reason I call it “reverse selling” is because it’s a 7 step process that allows you to eliminate
objections before the close so it’s kinda like “reverse engineering the sale”. You know what I
mean?

And also - given how long you said your calls were, you’ll probably be able to cut that in half
once you really get this down. So instead of spending that time exhausted on calls you can have
more time to actually build your brand and work on your business. Make sense?

Questions? Thoughts? Or you ready to move on?

Cool, so the next step is

Pipeline & Follow-Up Systems

So this is where you’ll learn how to use a combination of messenger outreach, content
marketing, and what I call “re-offers” to be able to get people who didn’t buy originally back on
the phone to re-sell them.

Does that make sense?

And the reason this is so important, is that when I was selling full time for instance, i would
average about 350k/m for the company and 50% of that was through pipeline and follow up.

Literally half of my sales. So over a year that’s well over 2 million just from just follow up alone,
which doesn’t cost any additional ad spend, by the way.

So this is something I’d like to see you doing sooner rather than later because otherwise we’re
just leaving easy money on the table.

Know what I mean?

Anything else on that or you wanna move on?

Ok - so next is

Sales Team & Scaling

So this is where we’ll begin to think about hiring sales reps so that you don;t have to take all the
calls yourself anymore and you can start working on your business, not in the business.

...and once you get to this point, you’re really going to be able to get back your time so and
reinvest in things like building your brand, speaking on stage, publishing that book, and so on.
Make sense?

Any questions on that?

Delivery

In terms of how this is all fulfilled, the in-depth training platform will be something you will have
lifetime access to so that you can use it to train all your current sales reps as well as all the ones
you hire in the future.

We will also meet twice a week for a “sales clinic” where we’ll take what’s in the training and
make sure it’s applied to your specific situation, offer, and roleplay it to really “cement it in”.
And on top of that you’ll have 1o1 access to me M-F 9-5 through voxer, so that I can coach you
on the spot on the day you have calls.

Plus, that way if you go into a slump… I can break you out of it within a day opposed to you
having to wait 4-7 days til our next clinic.

Make sense?

Questions… thoughts

Committing Phase
Temperature Check

Just curious but in terms of the process specifically… how do you feel?

(Certain answer + certain tonality = move on)

(Uncertain answer and/or uncertainty tonality = alignment bit)

I hear ya and just to be totally clear… what’s really important to me is ALIGNMENT - when you
come in and work with us, we’re rolling up the sleeves and getting in the trenches with you on
this thing. I mean our team is ALL IN - so it’s really important to us that you feel GOOD about
the process, know what I mean?

So just to be 100% clear.. On like a scale of 1-10, 1 being ___ and 10 being ___, where do you
feel like you fall exactly?

(if 9-10 + certain language/tonality = move on)

(if 8 or below = ask the following: “Gotcha man, and I appreciate you being honest about that…
just curious, what exactly do you think is keeping you from say being a 8, 9, or 10?

(Then handle objection /// ask clarifying questions // re-temp “are you sure”)

Transition Language

Any questions?

(if necessary) Gotcha so you feel good, no questions… so what’s next? Where do you feel like
you wanna go from here?

Onboarding
So you’ll process the investment with me… once we take care of that, what we do is set
baseline.

So i’ll give you some homework right away to see where we can get our quickest wins, as well
as have you send in your current sales script and pitch as well as a call for me to review for
feedback. Most people find that they end up closing at least an additional deal or two a week
just from the first call review breakdown.

Then from there we’re ready to rock and roll.

Does that sound good?

Investment

...and then investment to get you to (high-level outcome) is just XXX

(...and the investment to get you to 20k/m, 240k a year is just 6800).

[SHUT UP]

Objections & Enrolling.

….