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Welcome Highlights

Key Objectives

We need to nail 5 elements to ensure your call has the most clear direction, and you’re on a sales call with a buyer that fits your avatar so you have something to sell them:

  • What attracted them to the call
  • Do they still have the time set aside in an undistracted environment
  • The right avatar
  • Decision makers
  • Clear future for the call

Intro Highlights

  • Find out what specifically attracted them to the call
  • Confirm they have the full time allocated without distractions
  • Verify they’re the right avatar for your offering
  • Identify if they are the sole decision maker
  • If other decision makers exist, confirm they know about this call
  • Set clear expectations for how the call will proceed

Golden Rules – Discovery Stage

(Lines to use in the discovery process in response to certain answers to dig deeper and get more out of a response)

  • “How’d you come up with that number?”
  • “How committed are you to that?”
  • “But do you actually believe that?”
  • “What’s going on in your life right now that would stop that from happening?”
  • “How long can you sustain that?” (For the avatar about to collapse in their problem)
  • “How long are you willing to tolerate that?” (For the avatar complacent in their problem)
  • “Are you emotionally attached to the vehicle that can help you acquire ‘desire’?”
  • “What resources do you believe would help you prevent yourself from getting to that point?”
  • “Out of curiosity, cause you’re asking all the right questions and seem to know your way around a handful things with what you’re trying to solve… what other options have you considered outside of us?”
  • “What resources have you invested in, in the past to help you acquire [INPUT GOAL]?”
  • “It looks like you’re still on the hunt to tackle [INPUT GOAL]. What were those deliverables and how did they let you down?”
  • “Have you seen enough to make a decision?”
  • “Who told you that?”

Discovery Stage Objectives

We need to nail 8 elements to ensure you run an effective discovery process:

  • Desire: The Goal they want. Their desired destination.
  • Pain Gap: What’s the significance of desire? What’s life like now without it?
  • Urgency for Outcome: How many things have they done so far to acquire desire
  • Look for landmines: What have they done before. What did they like about that approach and why, what didn’t they like and why. Cost associated with that
  • Clarity around lack of action towards Desire: Why has no action been taken yet to acquire the desire. (typically the hardest prospect to close)
  • Timeline: How long this has been a problem, what triggered it being labeled a problem, why prioritize solving it now
  • Urgency to Action: How soon do they want to put this in place
  • Tie Downs: Tie down commitment to urgency to take action, what else would stop them from that taking place, tie down their commitment to nothing stopping them

Discovery Stage Highlights

  • Uncover their true desire and what the outcome would look like
  • Find out what they’ve tried before and why it didn’t work
  • Understand why they haven’t taken action if they’ve done nothing
  • Determine how long the problem has existed and what triggered it
  • Get clarity on why now is the time to fix the problem
  • Quantify the impact of not having a solution
  • Establish their timeline for implementation
  • Confirm their commitment and identify any obstacles
  • Use the golden rules to dig deeper when necessary

Diagnosis Stage Considerations

Recap of what you uncovered in the Discovery process.

You need to have the prospect confirm these problems are true or what you’ve missed and tie them down to these specific problems / pain points, so the rest of your call will be around all the solutions that will solve these biggest needle moving priorities to the client.

Price Point is always easier to increase by the perceived value of what you have to offer. Perceived Value is determined by the specificity of the deliverables you present being specific to the biggest problem the client has and the gap you create with the impact that problem being solved will create.

Value is not what you believe to be the prospect’s biggest problem, even if you know the impact of the problem you can see exceeds the impact of the problem the client wants solved.

Perception is reality.

As the old adage goes, “Sell them what they want, give them what they need.”

Diagnosis Stage Highlights

  • Clearly summarize and confirm their goals and problems
  • Ensure you haven’t missed anything important to them
  • Set up the transition to the offer stage
  • Focus on their perception of the problem, not yours
  • Remember: “Sell them what they want, give them what they need”

Golden Rule – Offer Stage

Be sure to add in clarity around how the feature works at the time of [INPUT FEATURE]. This is critical so the prospect does not fall into the 5-7 category range when you do the 1-10 scale in the temp check. Any confusion in the process of execution adds friction to the sale, and a confused buyer always says no.

Offer Stage Considerations

The offer is always a customized version of your deliverables that accommodate the diagnosis and nothing more.

As I discuss in the example of my story about bringing an oven mitt to play frisbee with the homies

Always explain clarity in the process in how each deliverable will accommodate each specific illness in the diagnosis:

  • Feature (What)
  • Benefit (Why)
  • Quantify (increase Value)

Offer Stage Highlights

  • Match each feature to a specific obstacle they mentioned
  • For each feature, clearly explain the benefit and quantify the value
  • Only answer questions concisely – avoid going into technical details
  • Be clear about how features work to avoid confusion
  • Remember: “A confused buyer always says no”
  • Keep answers simple and don’t introduce new information that could derail the sale

Temp Check Stage Considerations

  • Temp check “1-10 Scale” – Gauge their interest level
  • Urgency Check – Uncover the starting timeline
  • Risk Mitigation – Remove fear and doubt of “is this for me” by “bucketing” themselves into a category of people that doesn’t fail through explaining a story of someone that failed and having the prospect confirm they don’t relate to that person

Temp Check Stage Highlights

  • Use the 1-10 scale to honestly assess buyer interest
  • 1-4: Lost sale. 5-7: Need clarity. 8-9: Ready to close
  • Ask how to get them to a 10 and exhaust all their concerns
  • Uncover their timeline and the reasons behind it
  • Find ways to address timeline objections and make them non-issues
  • Confirm they’re ready after resolving timeline concerns
  • Use risk reversal by having them confirm they won’t be like clients who failed
  • “Tie down” prospects to their verbal confirmations
  • Transition smoothly to the payment discussion

Collection Stage Considerations

Covering logistics around collecting money to buy into your solution as well as limiting beliefs around a prospects relationship with money if you have to use OPM and they’re not familiar with leveraging debt, or if you have to get them comfortable with being uncomfortable spending money they normally wouldn’t.

  • Cash out of pocket
  • Leverage debt
  • Borrow money from a friend
  • Credit Cards
  • Bridge Funding with lenders and hard money
  • Limiting beliefs around being uncomfortable with spending the money they have

Collection Stage Highlights

  • Present two simple options: cash or financing
  • State the price confidently after explaining the value
  • Ask which payment option they prefer, not if they want to pay
  • If they choose cash, immediately ask which card they want to use
  • If they mention not having money, determine if it’s availability or discomfort
  • For those uncomfortable spending, reconnect them to the value and impact
  • Ask about what would move the needle most for them
  • Have them consider the worst-case scenario and if they can live with it
  • Avoid signing clients who truly can’t afford it (they often refund)
  • Focus on handling logistical objections only at this stage

Post Collection Stage Considerations

Proper hand off for delivery to reduce buyer’s remorse and claw backs to your commissions cause a buyer refunds within their window.

Post Collection Stage Highlights

  • Welcome them to reinforce their buying decision
  • Clearly explain the next steps in the onboarding process
  • Emphasize immediate action items that will create fast value
  • Mention the no-refund policy but assure them of support
  • Set expectations for support response times
  • Ask for referrals while they’re in a positive buying state
  • End on a positive note about their future success
  • Give them something to look forward to (testimonial)
  • Keep the relationship warm for future follow-ups
  • Reduce chance of buyer’s remorse through clear communication

Referral Collection Considerations

  • Timing is crucial – ask for referrals when the client is excited about their purchase
  • Focus on how the referral benefits their friend/colleague, not just your business
  • Make the process easy and non-threatening for the client
  • Provide clear incentives for successful referrals when applicable
  • Follow up on referrals quickly to maintain momentum

Referral Collection Highlights

  • Ask for referrals while the client is in a positive buying state
  • Be specific about the type of referrals you’re looking for
  • Offer options for how the introduction can be made
  • Collect complete contact information
  • Describe your referral process clearly
  • Mention any referral incentives or rewards
  • Respect their comfort level with making introductions
  • Plant seeds for future referrals even if they can’t think of anyone immediately
  • Emphasize the care you’ll take with their contacts
  • Connect referrals back to the client’s upcoming success

Objection Handling Highlights

  • Stay calm and collected when objections arise – they’re a normal part of the sales process
  • Use the Feel-Felt-Found approach for emotional objections
  • Ask clarifying questions to understand the real concern behind the objection
  • Don’t get defensive or argue with prospects – validate their concerns
  • Use stories of other clients who had similar concerns
  • Always have a clear next step after handling an objection
  • Use confident, authoritative body language while maintaining warmth
  • Address limiting beliefs with compassionate but firm guidance
  • Use parental reassurance language like “I’ve got your back” for confidence objections
  • Remember: objections are buying signals – they show engagement

Objection Handling Framework

For most objections, follow this general framework:

  1. Listen fully – Don’t interrupt when they’re sharing concerns
  2. Acknowledge – Show you understand their concern is valid
  3. Question – Dig deeper to find the real issue
  4. Respond – Address the specific concern with confidence
  5. Confirm – Check if your response resolves their concern
  6. Bridge – Move back to the sales process

Key non-verbal cues to project during objection handling:

  • Maintain eye contact to show confidence
  • Lean in slightly to show engagement
  • Keep your palms open when speaking to convey honesty
  • Nod to acknowledge their concerns
  • Keep a relaxed but upright posture
  • Use a measured, confident tone of voice
  • Smile when appropriate to build rapport
Welcome y’all!

Introduction Script

“Hey [NAME], what about [traffic source from auto booking or the setter] attracted you to hopping on a call with me today?”

“Ok perfect, anything else?” (exhaust their train of thought)

“Alright, great. Well, before we dive into if what we have will be the right option for you, do you still have 45 minutes set aside for this call?”

“Ok cool… and you’re in a quiet setting? Like…. You’re not gonna have a herd of dogs barge into the office and do laps around you or anything?”

“Sweet, and to make sure you are in the right place and we don’t waste your time, we help [AVATAR] do X. Do you feel like you fall into that bucket? Or not so much?”

“Ok Rockin, in that case let’s get this party started.”

“And… Incase you see this as a slam dunk option, do you make the play call to say yes to using it? Or do you need to run this by anyone other than yourself?”

If they say “no, there’s other decision makers” you respond with:

“Ok, so do they know you’re here? Or is this some kind of secret mission?”

“Well alright then, in that case, I’m gonna run through a couple questions to see if there’s any synergy here to help you [INPUT DESIRE]. We’ll know in a couple minutes if it’s not gonna work out, so you don’t have to spend any more time on the call with me than you have to. Sound good? Cool, let’s rock…”

Discovery Stage Script

“So I know you mentioned X attracted you to getting on the call today. What significance does X have to you? Like… what would your ideal outcome look like if you partnered with someone to fix it and it worked out?”

“Ok perfect, so how what have you done so far to address it?”

If they say they’ve done X things, you respond:

“Anything else?” (exhaust this until they remember everything they’ve tried)

“Since we’re on the call, you’re clearly still actively looking for a fix to this. So what were the deliverables on those past attempts, and how did they let you down?”

If they say they’ve done nothing to address this desire yet, you respond:

“Ok… that’s interesting… so what’s been holding you up or slowing you down from taking any type of action to acquiring [DESIRE]?”

“Can you walk me through your current process right now on how you’re [ACQUIRING DESTINATION]?”

“How long has it been on your radar to [ACQUIRE DESIRE]?”

“What exactly happened [X time frame ago] that triggered this to become something you felt needed to be fixed?”

“And up to date you’ve done XYZ to address it, correct?”

“Well what’s happened recently that’s made this such a priority to fix now?”

“Can you help me understand a little better, what type of impact has that had over that time?”

“Ok, so the flip side to this whole thing is that in the reality where you had this in place, that would have been an additional X dollars over that span of time, am I hearing you right?”

“What’s your deadline to find an answer to this?”

“What happens if you don’t?”

If they respond with a variation of “I have no deadline, whenever” you respond with:

“You’ve broken down for me that if you had X Vehicle (more dates) you’d be engaged already. How long are you willing to tolerate THIS REALITY. At what point in time do you give yourself permission to have more?”

“Ok… Well… next steps here… I definitely want to walk through our process on how we can help you [ACQUIRE DESTINATION], and see if this aligns with you.”

“Before we do… how soon were you looking to fix this?”

“Alright… but how committed are you to that?”

“And.. are there any obstacles in your life right now that would stop you from pursuing this… 100%?”

“And that’s absolutely true?”

“Ok, in that case, let’s see if how we address [ACQUIRING DESTINATION] aligns with you.”

Diagnosis Stage Script

“So just to be clear before we move forward, what you’re looking to accomplish is X,Y, and Z”

“Is that still true? Or did I miss anything?”

“Ok great…”

“Well in that case, next steps, I want to break down exactly how this would work if we made the right move to put this in place today”

“And then we can open up the floor for questions if we decide this best aligns with getting you the outcome you’re looking for or not.”

“That work for you?”

“Cool…”

Offer Stage Script

“Cool?”

“So you mentioned [INPUT OBSTACLES #1]. After you enroll with us, you’ll receive [INPUT FEATURE]. The reason FEATURE is going to be such a big needle mover for you is because it will [INPUT BENEFIT]. This type of impact will [INPUT QUANTIFICATION OF BENEFIT TO INCREASE PERCEIVED VALUE].”

“You also mentioned [INPUT OBSTACLE #2]. (Repeat the process in obstacles one by using similar language for all remaining obstacles you confirmed in the diagnosis)“

“Outside of price, do you have any other questions for me before we get ready to finish up this call?”

Any questions they have (excluding price, cause we’ll cover that later in the call) answer them. But don’t go super deep into the weeds of the technicalities of the answer. And make sure your answer is sharp, crisp, short and sweet and most importantly, simple. If you add any new information at this stage of the call, you will create confusion for the prospect because now they have an out, and need to consult someone or reflect on this new information they are uneducated about.

Temp Check Stage Script

“Now, at this point I know it’s been a smooth “non salesy” conversation, but I do have to ask kind of a salesy question. That cool?”

Actually put your hands up and do air quotations when you mention, “non salesy”. The dramatic effect works as reverse psychology to the prospect, putting them in a frame of mind that it in fact wasn’t salesy cause you brought it to everyone’s attention. Thus making them more receptive to your next question.

“Well…. On a scale of 1 to 10, 1 being “why did I hop on this call” and 10 being “Where has this option been all my life”, where would you say you fall on the scale?”

Scale interpretation:

  • 1-4: You lost the sale. They don’t trust you, or they don’t trust the product, or they don’t trust the company. You lost them.
  • 5-7: Typically means they want to buy but are still unclear on how the deliverables you’ve mentioned work and if it will actually be what they need to help them
  • 8-9: This is a deal ready to close and it’s up to you not to talk yourself out of it. These people typically just say things like, “can I see more testimonials” which means you didn’t tell enough stories with enough detail in the discovery process. Or they’ll say things like, “I just need to know it works”, which is only possible to know for them after they sign up.

When the prospect answers with anything under a 10, you will respond:

“Preciate the transparency. So…. how do we get you to a 10?”

Exhaust their thought track by saying, “Anything else?” or other variations.

Exhausting their thoughts is extremely important so you don’t run into objections that have to do with lack of clarity in the process, or limiting beliefs with themselves as internal or external conflict. It’s very difficult to pull a deal back when you try to address these in the collections phase of the sales call. If you want to collect as much money as possible at the point of sale, you need to only be handling logistical objections at the collections stage of the sales call.

“Perfect, and how soon were you looking to put something like this in place?”

This question is monumentally important to better control the sales cycle. The prospect will give you a time frame and your objective with this question is to find the story within the timeframe to use as leverage to shorten the timeframe by making all the reasons they give you for not doing it being a non-issue.

It doesn’t matter what timeframe they give you, your follow-up question needs to be:

“That time frame seems pretty specific. Just curious, how’d you come up with that number?”

This is where they give you their slew of reasons why they can’t get started until X date. This is the information you need to make a non-issue in order to eliminate the “time” objection and have the prospect feeling confident in doing so.

“Ok, that makes sense. So basically what you’re saying is you only have to wait because of X, Y, and Z? Am I hearing you right?”

“Outside of those things, you’re ready to rock once they get sorted out, is that right?”

“Gotchyuh. Fair enough. Well… Hypothetically… if I could show you a way X, Y, and Z could be a non-issue and you could have what you want today and start LIVING DESTINATION, would you be open to that conversation. Or not so much?”

If they say, “yes I would,”:

You now have permission to use the resources at your disposal to show them how those objections or smokescreens are no longer a factor in waiting. You can now ask the next question…

“Is there anything else that you believe would hold you up or slow you down from having what you want today and start LIVING DESIRED OUTCOME, knowing those initial obstacles are no longer an issue?”

Run through the same exercise again to wipe them out if they bring up anything else on top of their initial objections.

“Beautiful, I just want to make sure the time is right for you to take action. Just because something is right for you doesn’t always mean it’s the right time for you. So before we continued this conversation to get you DESTINATION, I wanted to be very clear that it was the right time for you. And from the sounds of it, that seems to be the case. Would I be off base saying that?”

This is using reverse psychology to “tie down” a prospect to their previous words. When a prospect says something out loud, that’s when it becomes true. If they don’t say it out loud, the grass could be blue and the sky could be green, and if that’s what they believe to be true, it is true until they otherwise tell themselves it isn’t. Last thing you want is for them to confirm the stuff they mentioned isn’t an issue and then still say it is when you go to collect the initial payment at the end of the sales call.

“After everything we covered today, I can see why you feel this aligns with you. I’m seeing the same thing. That being said, everything isn’t unicorns and rainbows. Failure happens to some of our clients. So I do want you to be aware of a few reasons why that’s happened and if you identify as any of these, I would recommend we still table this for a later time, unless you feel like they don’t apply to you, sound fair enough? Cool…”

“So we had a client, NAME, that ended up not seeing such a positive outcome. They owned an X type of business, somewhat similar to yours, and after they onboarded, STORY SELL IN GREAT DETAIL ON WHAT THEY DID NOT DO.”

“Now on the flip side, we had another client, NAME. This person did do those things, but they didn’t STORY SELL IN GREAT DETAIL ON WHAT ELSE THEY DID NOT DO.”

“Because of these scenarios we now know we can not take on clients that would operate in this way, because it puts us in a damn near impossible position to execute and we get attacked for it. So we just prevent enrollment in situations where something similar to this could happen. As you could imagine.”

“Do you feel like either of these scenarios would be an issue for you?”

The idea of positioning risk reversal in this way, is to allow the prospect to bucket themself as a winner, by confirming to you they do not identify as a loser based on those examples you gave.

After they say it’s not an issue you can ask the next question:

“In that case, if you’re ready to have this process installed today so you can LIVE DESIRED OUTCOME, the last thing we need to cover is how you’re going to pay for it. Ready to cover that?”

Collection Stage Script

“So we have two ways to get started today. You can either use your own cash on hand, or you can leverage us and our lending partners to fund the deal for you.”

“For us to help you install [INPUT DELIVERABLES TO PROBLEMS] so you can ACQUIRE DESTINATION and not have to worry about BIG PROBLEM / IMPOSING RISK anymore, our X TIME FRAME PROGRAM NAME is only $X.”

“So, are you leaning more into option 1, where you use your own cash on hand to get started today, or option 2, by leveraging us and our lending partners to fund the deal for you?”

If they answer they’ll just use their own cash:

“Got it, which card did you want to use?”

If they answer they’ll just use our lending partners:

“Got it, in that case, before we do any pulls on your credit to do so, we just want to see if you qualify. From there you’ll have the option to choose which payment plan you’d prefer. Sound good?”

The prospect could say some variation of, “Well I don’t have the money for that right now” (you can also see the objection handling vault for this):

“Not a problem. So when you say, “Don’t have the money for this right now” are you referring to not having it available in the vault? Or that you just feel uncomfortable with spending it?”

If they say they don’t have the money in the vault:

You need to negotiate leveraging OPM, or a lower in-house payment plan if your company has that available. Or, the better option with avatars like this is to just not sign them. They typically complain a lot and refund and you’ll lose that commission anyway through clawback.

If they say they’re uncomfortable with spending it:

The goal here is to anchor their emotions back into the most ideal logical reasons why they were interested in moving forward and the call got to this stage.

“Fair enough. It’s pretty normal to feel that. What about what we went over today stood out to you as the needle mover that would create the most impact for you?”

“Anything else?” (Exhaust the thought track)

“Hypothetically, if you did move forward and acquired all the things you just told me would move the needle, what’s the worst that could happen?”

“Can you live with that?”

Go back in for the close

Post Collection Stage Script

“Welcome to the family!”

“Here’s what will happen next.”

Describe your onboarding sequence here

Example:

“By now you should have received an email that will have X amount of prompts. In these prompts you will need to create a login for your training portal. You will also need to book your onboarding call ideally within the next 3 days so we can walk you through the program and where to access support to hit the ground running. You’ll also find your support email within the body of that email as well. It’s super important to login to the portal and use the fast action modules to create immediate impact TODAY. Like as in the needle will move as soon as you complete that short 10 minute training module and you’ll likely make your money back in week one.”

“We do have to do the whole disclaimer of ‘as you know there’s no refunds through this process.’ But, if you notice any hold ups or confusion around any part of the process please do not hesitate to email immediately and we will be in touch within 24 business hours. Most likely within a few hours same day if you email within our business hours of 9-5 CST.”

“That being said, again, welcome to the family!”

“Before we hop off so you can get to getting started on your onboarding email, a sales rep’s gotta ask….”

“Do you have any friends that you feel would benefit from a similar solution like you know you will today?”

If yes:

Collect it.

If no:

“No problem, I’m looking forward to seeing you crush it and drop your testimonial!”

Referral Collection Expansion Script

“Before we wrap up today, I want to make sure we’re connecting you with our community. The most successful clients we have typically come from referrals because they’re already primed for success.”

“Now that you’re part of the family and you understand what we offer, who do you know that’s been struggling with [SPECIFIC PROBLEM YOUR SOLUTION SOLVES]?”

[Wait for response]

“Great! Would you be comfortable making an introduction? I’d love to offer them the same level of service we’re providing you.”

If they give names but hesitate about introductions:

“I completely understand. Would you be more comfortable if I reached out directly and mentioned you referred them? Or would you prefer to tell them about your experience first and then have them reach out to me?”

If they can’t think of anyone specific:

“No problem at all. As you start seeing results with our program, keep an eye out for anyone who might benefit. Our clients often find that once they start seeing success, their network becomes curious about what they’re doing differently. When that happens, I’d love for you to pass along my contact information.”

Collecting contact information:

“Perfect! Could you share their name, the best way to reach them, and a quick note about why you think they’d be a good fit for our program?”

[After collecting information]

“Thank you so much! I’ll make sure to take great care of them just like we’re going to do with you. And as a thank you, for every successful referral that comes on board, we [DESCRIBE REFERRAL INCENTIVE IF APPLICABLE].”


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Referrals Rubric

Objections Rubric