The best way to get someone commit. Is to discover their zone out of comfort

Script Structure Overview

1. Opening Phase

• Purpose: Set the right frame and expectations
  • Build initial rapport
  • Establish credibility
  • Create engagement

2. Discovery Phase

• Purpose: Understand prospect's situation
  • Identify pain points
  • Uncover needs and desires
  • Listen actively and dig deeper

3. Gap Creation Phase

• Purpose: Highlight the distance between current and desired state
  • Quantify the cost of inaction
  • Create awareness of limitations
  • Build urgency naturally

4. Solution Presentation Phase

• Purpose: Position your product as the bridge
  • Focus on benefits, not features
  • Address specific needs uncovered
  • Present proof and testimonials

5. Closing Phase

• Purpose: Guide prospect to decision
  • Natural transition to commitment
  • Handle objections professionally
  • Secure next steps

Each phase builds upon the previous one, creating a natural flow from introduction to close. The key is maintaining authenticity while guiding the conversation purposefully through each stage.

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Opening Assignment:

• Write 3 different opening statements for your product/service

How would you set the frame in a way where the prospect has the right expectations?

• Practice delivering them to a friend and note their reactions

• Questions to consider:

  • How do you make your opening engaging?
  • What expectations are you setting?
  • How can you grab TLA in the first 30 seconds? </aside>

• Hi X, how are you? My name is Steven. Welcome to this call, I appreciate you taking the time to learn more about our services. This call is sceduled for 30-45 minutes. By the end we should know exactly if you are a fit for one or more of our services and how we can help you progress. Is that fair X?

• Hi X, hope you are doing well? My name is Steven and I am here to answer all your questions and to get to know you better. Since we have limited coaches available the goal is that by the end of this call we can decide together if you are a good match with our company or not. Does that sound okay with you X?