7-FIGURE

SALES SCRIPT
Inside You’ll Learn:

WHAT NOT TO SAY

Demand-Killing Phrases You Should Never, Ever say to
a prospect on the phone

THE SCRIPT
The 12 part script that built our $700K per month business

SILENCE IS A WEAPON
How, when and where to weaponize silence in your sales call

STOP SENDING PROPOSALS

Word by word... here’s exactly what to say to take money
over the phone

1
 Open

Set the Agenda

Understand Why They’re Here

Understand Their Business

Examine Their Pain

The
SEQUENCE What They Want

Responsibility

Acknowledge the Gap

Close

State Your Offer

Shut Up

Objections & Money

2
The
RULES
Record the call
Have a pen and notepad in front of you
Turn all devices on “Do Not Disturb” and close all browsers
Release all attachments to the sale or to “YES” (if you “need” the
sale you will not get it)
Dial the very minute the clock hits

3
The
RULES
A doctor’s job is to diagnose the problem. Prescribing a solution or
quoting a figure without understanding the true problem would be
considered “professional malpractice.”

Price is contextual and must be anchored to the cost of missed

opportunity price doesn’t make sense in isolation, so do not quote
a price until you fully understand the problem, the cost of not
fixing the problem, and can link your fees to the fees of the
prospect doing nothing.

People are coming to you because they don’t know how to do

something on their own something that you know how to do. The
economics are in YOUR favor - the cost of doing business with you
is drastically lower than the cost of them going it alone, wasting their
time, effort and money when you could shortcut the entire process
for them.

4
1

OPEN
“Hey is this Name?”
“Name, how’s your week going?”
“Where are you from?”
“How’s the weather?”
“Awesome, if you’re ready to go we can
go ahead and get started.”

5
2 SET THE AGENDA
“Let me explain quickly how today’s call will
go. I’m going to just start by asking you some
questions about your business and your appli-
cation, which I have here, and then if it sounds
like I can help and if it sounds like we’re a good
fit, I’ll explain what we have and how it works
and everything. Then, at the end, if it makes
sense, you can make a decision whether you
want to be a part of it or not.”

(Wait for an “okay” or “awesome” then

move forward)

6
 UNDERSTAND WHY
3 THEY’RE HERE
“Awesome, so Name, tell me what motivated
you to take the time out of your day and
schedule a call with us?”

— What do you mean by that?

— Tell me more about that?
— How long have you been dealing with this?

7
 UNDERSTAND
THEIR BUSINESS
4 — What are you selling?
— How are you pricing that?
— Who is your ideal customer?
— What problem are people facing in their
business or personal life to motivate them to
buy from you?

8
 EXAMINE
THEIR PAIN
— Do you have a process in place to get
customers at will?
5 — What is the normal sales process from
stranger to paying client with you?
— Are you comfortable relying on this style of
operating your business?
— How much money are you making per
month with this business right now?

9
 WHAT THEY WANT
— Okay, great. Where do you want to grow
this business to in the next 12 months?”
— And what is your motivation for getting to
$XX/mo? What’s that do for you?”
— How would things be different for your
6 business if you got to $XX/mo?”
— Would getting to $XX have an impact
on other areas of your life?” ...Tell me
about that.

10
 RESPONSIBILITY
— Okay, Name, so you’re currently making
$5,000/mo and you want to get to
$50,000/mo?
— Tell me, what’s stopping you from achieving
that on your own?”
— What’s holding you back from achieving
XYZ (what they said they wanted)?”

11
 ACKNOWLEDGE
THE GAP
“Okay Name, well I can
definitely help with that.
Would you like me to tell
you about what I do?”

8 TEMPO CHANGE

12
 CLOSE
“Well our area of expertise is really helping
service providers, coaches & consultants
(use whichever relevant) get clients coming
to them, at will, and on demand.”

We typically work with people who need

more clients, need more dependability of
income, and need more control over the
money they make and the time they work and
I help them to automate their client acquisition
and deliver great products and services while
working less time.”
9

13
 STATE YOUR OFFER
“We take clients for about 2 months, and
we take them through our 4-pillar client
acquisition system, it’s called the ClientKit
Workshop.”

It’s broken up very simply and step by step

and we really build this all with you, your High
Ticket Package, your Feeder Funnel, How To
Sell your package on the phone, and using Paid
Traffic to get leads and clients on demand from
your system.

So the focus really is getting you to mastery at

selling one thing, then build the system around
that to get you consistent, steady leads and
10
clients and you should have leads and
applications coming in the door within
15 - 20 days if you follow the system.”

14
 SHUT UP.

11

15
 OBJECTIONS
& MONEY
ONLY when they ask for the price:

“Well the investment for the workshop and

for everything you’ve told me today you really
want to fix - is just $7,500.”

SILENCE - do not cave in, you must remain

silent. Look for one of the following:

— “What’s the next step?”

— “Okay, well what’s next?”
— “Okay how do we get started?”
— “Okay let’s do it!”

12

16
 OBJECTIONS
& MONEY CONT.
“Awesome! We can get started right now if
you want”

Then SILENCE

They’ll ask “How do we do that?” or “How

does payment work?” etc.

“We can do credit card right over the

phone if you want. You want to use Visa
or Mastercard?”

12

17
 OBJECTIONS
& MONEY CONT.
Objection:
“How much time do I have to decide?”
Response:
“Is there something in particular you need to
think about that we can discuss right now?”

12

18
 OBJECTIONS
& MONEY CONT.
Objections:
“I just need time to find the money and look
over my finances.”
“I just don’t make decisions on the spot.”
“I just need to check with partner or spouse.”
Responses:
“Okay great. When specifically will you be
talking with your partner or spouse?”
“When will you be looking over your
finances?”
“When will you be sitting down to think
about it?”
“Perfect, so you’ll have spoken with your
spouse (etc) by noon eastern tomorrow?”
“Awesome, I just friended you on Facebook,
just reach out to me there and get enrolled by
noon tomorrow and I’ll hold those savings for
12 you until then.”

19
 OBJECTIONS
& MONEY CONT.
Objection:
“I have no money.”
Responses:
“Okay” (silence)
“We understand that finances can be a
challenge, and we always do our best to
work with people in this scenario.”
“Let me ask you this, is this something you
really want to do? Because if it’s not a good fit,
that is okay, too.”
“So how can we make this happen for you?”

12

20
 OBJECTIONS
& MONEY CONT.
Objection:
“I can’t afford it.”
Responses:
“Tell me more about that.”
“Okay, so you shared with me throughout the
call that this is exactly what you need
to do to move forward. So tell me, how is it
that you are going to afford to continue
without it?” (I can’t)
“Alright, so how can we make this a reality
for you?”

12

21
 OBJECTIONS
& MONEY CONT.
Objection:
“I need some time to think it over.”
Responses:
“I get that and I encourage that. We want this
to be a great fit for everyone.”
“Can I ask you this? What haven’t we discussed
that you still need to think about?
“That’s why I take the time on these calls. I’m
here right now to help you make an
empowered decision. While you still have me
on the phone, what questions or concerns do
you still have that are unanswered?”

12

22
 OBJECTIONS
& MONEY CONT.
Objection:
“I don’t have the money.”
Response:
“Isn’t that why you came on the call to
begin with?”

12

23
 OBJECTIONS
& MONEY CONT.
Objection:
“It’s not a good time.”
Response:
“Do you mind if I ask you a question about
that? When WILL be a good time for
you to start putting the things you said are
most important to you into your life?”
“How will you know when it’s time to start
doing and having the things in your life
that you just told me were important.”

12

24