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Objection Handler

The Objection Helper features two distinct sections accessible from the side navigation: Quick and Flow.

The Quick section offers rapid-fire responses to frequently encountered objections, perfect for those who thrive on speed and efficiency. On the other hand, the Flow section provides a comprehensive reasoning script that dives deeper into common objections, ideal for those who prefer a more thoughtful and persuasive approach. With both options at your fingertips, you can choose the method that best aligns with your personal style and enhances your sales conversations.

Price

Expensive
Discount
Cheaper Elsewhere
No Budget

That’s too expensive!

⬆️

Socratic Responses

  • I hear you. Just so I understand, what are you comparing the price to?
  • Is it the overall investment, or is it more about cash flow timing?
  • What would make this feel like a no-brainer investment for you?

Rebuttals

  • Expensive compared to what?
    • If the prospect is comparing, we need to know what they’re benchmarking against
  • The cost of inaction is higher.
    • Many roofing businesses lose more in slow seasons than they would investing in consistent, high-quality leads. Do you feel comfortable with the uncertainty of inconsistent jobs?
  • ROI matters, not just cost.
      • Most roofing companies see a return on their investment within the first few months. If this system helps you land just 2-3 additional jobs per month, wouldn’t that more than cover the cost?

      Alternative Rebuttal

          • Let’s break this down. If you secure just one extra job from our service at an average net of $10,000, and you get an additional 3-5 jobs per month, would you agree that the return far outweighs the investment?

      Final Close Question

          • If money weren’t a factor, would this be the right solution for your business? If so, let’s find a way to make it work for you.

      Can you give me a discount?

      ⬆️

      Socratic Responses

          • Let me ask—if I gave you a discount, would that be the only thing holding you back?
          • Are you looking for a lower price, or are you looking for more value for the price?
          • What would a fair price be in your mind, and why?

      Rebuttals

          • We don’t discount because we deliver premium, high-quality roofing leads that are pre-booked on your calendar. Cutting the price would mean cutting the quality, which isn’t something we do. Would you rather pay less for lower-quality leads or invest in something that guarantees results?
          • Rather than discounting, I’d rather add value. Would it be more helpful if I threw in an extra strategy session to optimize your close rate?

      Final Close Question

          • If I can show you how this system will make you back your investment 3-5x, would the price still be a dealbreaker?

      I found a cheaper option elsewhere.

      ⬆️

      Socratic Responses

          • What made you interested in their service over ours?
          • Have you considered why they’re charging less—do they offer the same level of appointment setting, targeting, and pre-qualification?
          • If their service doesn’t deliver the same ROI, would saving a little upfront really be worth it?

      Rebuttals

          • I totally understand, and I encourage you to compare. Just keep in mind—cheaper often means lower-quality leads, no appointment setting, and more time wasted on unqualified prospects. Would it be worth saving a little upfront if it costs you more in lost jobs and wasted time?
          • The reason our clients stick with us is that we don’t just send leads—we send confirmed appointments with serious homeowners. That’s why our pricing reflects the quality and time saved. Are you looking for the best deal, or the best results?

      Final Close Question

          • If I could show you why our system consistently outperforms the cheaper alternatives in actual closed deals, would you be open to reconsidering?

      I don’t have the budget for this right now.

      ⬆️

      Socratic Responses

          • If budget weren’t a factor, would you see the value in this service?
          • Is it that you don’t have the money, or that you’re unsure about the return?
          • How much revenue are you missing out on by not having a consistent flow of high-quality jobs?

      Rebuttals

          • Most roofing businesses see this as an investment, not an expense. The cost of doing nothing is staying stuck with unpredictable leads and revenue. What’s costing you more—this investment or the inconsistency?
          • We offer financing options so you can start generating revenue before even making the full investment. If we can make it work on a payment plan, would that help?

      Final Close Question

          • If we could structure a plan that fits within your cash flow, would that remove the concern?

    Finances

    Look at Finances
    Check Budget
    No Decision Now
    Can’t Afford

    I need to look at my finances.

    ⬆️

    Socratic Responses

    • That makes total sense—what specifically are you looking to assess in your finances?
    • Are you looking at this as a cash flow issue, or are you evaluating the return on investment?
    • If the finances worked out, would this be the right solution for you?

    Rebuttals

    • ROI over cost.
      • Roofing businesses who invest in a predictable lead system often see their revenue increase by 2-3x. If the investment helps you secure just 2-3 additional jobs per month, wouldn’t that more than cover the cost?
    • Structured investment.
      • We offer payment plans that allow you to generate revenue before the full payment is due. Would a flexible plan make this easier for you?
    • Waiting costs more.
      • The longer you wait, the more money you’re leaving on the table by missing out on premium roofing jobs. Have you considered the cost of doing nothing?

    Final Close Question

    • If we can structure a plan that fits your cash flow, would that remove the concern?

    I need to check my budget first.

    ⬆️

    Socratic Responses

    • That’s a responsible approach—do you have a specific number in mind that would make this a no-brainer for you?
    • How do you typically budget for growth investments in your business?
    • What would need to happen for this to fit within your budget comfortably?

    Rebuttals

    • Budgeting for growth.
      • Most of our clients find that allocating funds towards lead generation pays for itself quickly. Instead of an expense, this is an investment that brings you direct revenue. Can we look at this through that lens?
    • Cost vs. revenue.
      • Would it make sense to set aside a portion of the first few closed jobs from this system to cover the investment?
    • Budget-friendly options.
      • We offer customized options depending on what works best for your cash flow. Would a smaller upfront investment help?

    Final Close Question

    • If we made the numbers work, would you feel confident moving forward?

    I don’t want to make a financial decision right now.

    ⬆️

    Socratic Responses

    • I get that—what’s making this a tough time for you to decide?
    • Are you waiting for a specific financial event, or is it more about confidence in the investment?
    • If you had all the financial clarity you needed today, would you be ready to move forward?

    Rebuttals

    • What’s holding you back?
      • If it’s a timing issue, we can discuss a delayed start or a risk-free trial period to help you get comfortable. Would that help?
    • Commitment to success.
      • Waiting won’t change the fact that the sooner you start generating quality roofing jobs, the sooner you’ll see results. What’s the main concern?
    • Let’s map it out.
      • What if we scheduled a follow-up in a few days after you’ve reviewed everything—would that work better?

    Final Close Question

    • What specific information would make you comfortable making a decision sooner?

    I’m not sure I can afford this.

    ⬆️

    Socratic Responses

    • What does ‘afford’ mean for you—cash flow today, or the return on investment over time?
    • If we could make this work financially, would this be something you want for your business?
    • How much do you think it’s costing you to not have a steady flow of high-quality jobs?

    Rebuttals

    • Investment, not expense.
      • The roofing businesses that succeed long-term are the ones that invest in their growth. How much would it be worth to you to eliminate slow seasons and keep your crew working all year?
    • We can work with you.
      • If we can create a structure that makes financial sense, would that help move things forward?
    • Prioritizing ROI.
      • You don’t need to have all the money upfront—what matters is the return you get from this system. Are you open to discussing financing options?

    Final Close Question

    • If we made this financially comfortable for you, would you be ready to go?

    Proposal

    Send Proposal
    Review Proposal
    Compare Proposals

    Can you send me a proposal?

    ⬆️

    Socratic Responses

    • Absolutely! Just so I can tailor it to your needs, what specifically would you like to see in the proposal?
    • Are you looking for a breakdown of services, pricing, or something else to help you decide?
    • If everything in the proposal checks out, would you be ready to move forward?

    Rebuttals

    • Let’s streamline this.
      • I can absolutely send over a proposal, but most of our clients find that a quick call to go over the details works better. That way, we can fine-tune everything to make sure it meets your needs. Would that work for you?
    • Proposals don’t close deals—conversations do.
      • Most of our roofing clients realize that a back-and-forth conversation gets them clarity faster than going through a document. How about we walk through the details together?
    • Avoid delays.
      • Proposals tend to sit in inboxes while jobs go to competitors. Instead of waiting, let’s go over the details now so we can make sure this is the right fit. Does that sound good?

    Final Close Question

    • If I can answer all your questions now, would that eliminate the need for a written proposal?

    I need to review the proposal before making a decision.

    ⬆️

    Socratic Responses

    • That makes sense. What key details are you looking to confirm in the proposal?
    • Is there anything specific you need to see to feel confident moving forward?
    • What’s your decision-making process once you’ve reviewed the proposal?

    Rebuttals

    • Speed up the process.
      • Rather than waiting to review a document, what if we walked through the details now? That way, I can address any concerns in real time.
    • Clarify concerns.
      • Most roofing businesses who request proposals are really looking for confidence in the investment. Let’s make sure this is the right solution before getting into paperwork. Sound good?
    • Next steps.
      • If you like what’s in the proposal, is there anything stopping us from moving forward today?

    Final Close Question

    • If we cover everything you need right now, would that make reviewing a proposal unnecessary?

    I need to compare proposals before choosing a service.

    ⬆️

    Socratic Responses

    • That’s smart. What are the key factors you’re comparing between companies?
    • Besides price, what’s most important to you in choosing a roofing service?
    • If our proposal meets all your needs, would that make the decision easier?

    Rebuttals

    • Quality over price.
      • Many of our clients find that the cheapest proposal often ends up costing more in the long run due to lower-quality leads. Are you prioritizing price, or are you looking for the best ROI?
    • The hidden costs of waiting.
      • While comparing options, many roofing companies lose valuable time that could be spent securing jobs. How soon are you looking to ramp up your business?
    • Decision criteria.
      • If we can match or exceed everything you need in a proposal, is there any reason you wouldn’t move forward with us?

    Final Close Question

    • If our proposal offers the best value and fit, would you be ready to make a decision today?

    Options

    Look at Options
    Explore Other Companies
    Not Ready to Commit

    I need to look at my options.

    ⬆️

    Socratic Responses

    • I completely understand—what specifically are you hoping to compare?
    • What would make one option stand out over another for you?
    • Are you looking for the lowest price, the best results, or a balance of both?

    Rebuttals

    • What’s most important?
      • Many of our clients initially feel the same way, but when they break it down, they realize they’re looking for results, not just options. Would you say the same for your situation?
    • The cost of waiting.
      • Every week spent comparing options could mean missing out on profitable jobs. How soon do you want to start filling your pipeline?
    • Finding the best fit.
      • Would it make sense to go over how we compare to other options right now, so you can make an informed decision sooner?

    Final Close Question

    • If I can show you that we check every box on your list, would you be ready to move forward today?

    I want to explore other companies before deciding.

    ⬆️

    Socratic Responses

    • That’s a great idea! What specific factors are you looking at when comparing companies?
    • Besides price, what would make one company stand out over another for you?
    • If you find that we meet all of your needs, is there anything that would hold you back from moving forward?

    Rebuttals

    • Apples to apples?
      • Not all lead generation services are created equal. Some provide leads that aren’t serious about buying. Wouldn’t you rather go with a company that books confirmed, qualified appointments instead of just sending you random leads?
    • Time vs. results.
      • While researching is great, most of our clients find that taking action sooner helps them gain a competitive edge. If I could show you why companies stick with us, would that make your decision easier?
    • What are the risks?
      • The roofing industry moves fast. If another company takes longer to deliver, that’s weeks of lost revenue. Are you willing to take that risk?

    Final Close Question

    • If I can demonstrate that our system delivers more value than any competitor, would you be open to finalizing your decision today?

    I’m not ready to commit just yet.

    ⬆️

    Socratic Responses

    • I hear you—what specifically is holding you back from making a decision today?
    • Is it the investment, the timing, or something else entirely?
    • If you had 100% confidence in this solution, would you be ready to move forward?

    Rebuttals

    • Breaking it down.
      • Making the right decision is important. What if we go over any concerns together now to see if we can get you the clarity you need?
    • What’s the real hesitation?
      • Many times, hesitation isn’t about the service—it’s about feeling secure in the choice. If we address any uncertainties, would you feel comfortable moving forward?
    • Action creates momentum.
      • The longer you wait, the longer you stay in the same situation. Wouldn’t it be better to start seeing results now?

    Final Close Question

    • If we solve your remaining concerns today, would you be open to getting started?

    Think About It

    Need to Think
    Not On the Spot
    Need More Time

    I need to think about it.

    ⬆️

    Socratic Responses

    • I totally understand—what specifically are you thinking about?
    • Is there something that’s unclear or that you’d like more details on?
    • When you say you need to think about it, does that mean you’re leaning toward a yes, but just need to clarify a few things?

    Rebuttals

    • Clarity speeds up decisions.
      • Most of our clients feel the same way at first, but they realize that what they need isn’t more time—it’s more clarity. Let’s go over any questions you have right now.
    • Time vs. progress.
      • The longer you wait, the longer you delay getting consistent, high-quality jobs on your calendar. What’s stopping you from taking that next step today?
    • Decision vs. delay.
      • In your experience, has more time to think about something usually led to a better decision, or just a delayed one?

      Final Close Question

      • If we address your remaining concerns now, would you be ready to move forward?

      I don’t make decisions on the spot.

      ⬆️

      Socratic Responses

      • That’s a great approach—when you do make big decisions, what key factors help you feel confident?
      • Are you looking for more information, or do you just need to discuss it with someone?
      • What would need to happen on this call to make you feel comfortable making a decision today?

      Rebuttals

      • Decisions are always made in the moment.
        • Every decision is made at a specific time—whether now or later. What information can I provide right now to make this the best time?
      • Successful people make confident choices.
        • Some of the most successful roofing companies we work with make quick, confident decisions because they know that momentum matters. Is it really about time, or about trust in the process?
      • Time doesn’t create certainty—clarity does.
        • What’s one thing I could clarify right now that would make this an easier decision for you?

      Final Close Question

      • If I can walk you through the most important details now, would you be open to making a decision?

      I need more time before deciding.

      ⬆️

      Socratic Responses

      • I get that—what’s your main hesitation?
      • What would you need to see or hear to feel ready?
      • Is it the offer itself, the timing, or something else that’s holding you back?

      Rebuttals

      • Let’s create a plan together.
        • Instead of waiting, let’s outline a plan that makes sense for you. Would that help make the decision easier?
      • Time doesn’t change facts.
        • What new information do you think you’ll have later that you don’t already have now?
      • Successful businesses take decisive action.
        • What’s stopping you from taking action now so you can start seeing results sooner?

      Final Close Question

      • If we found a way to make this fit into your plans today, would you feel confident moving forward?

    Trust

    Not Sure I Can Trust This
    Burned Before
    Not Sure It’ll Work

    I’m not sure if I can trust this.

    ⬆️

    Socratic Responses

    • I totally get that—what specifically is making you feel uncertain?
    • Are you concerned about the process, the company, or something else?
    • What would give you the confidence to move forward today?

    Rebuttals

    • Let’s talk about proof.
      • Many of our clients felt the same way at first. That’s why we provide case studies, testimonials, and real-world results. Would it help if I shared some examples?
    • Trust is built on transparency.
      • I’d be happy to walk you through exactly how this works so there are no surprises. What part would you like more clarity on?
    • Reputation speaks volumes.
      • Our clients continue to work with us because we deliver results. Would a quick intro call with a current client ease your concerns?

    Final Close Question

    • If we can remove any doubts today, would you feel confident moving forward?

    I’ve been burned before.

    ⬆️

    Socratic Responses

    • I completely understand—can you share what happened so I can make sure we avoid that?
    • What specifically went wrong in the past, and what would need to be different this time?
    • Are you open to finding a provider who actually delivers what they promise?

    Rebuttals

    • We’re different—here’s why.
      • The reason clients stay with us is because we don’t just promise results, we guarantee them. Would it help if I showed you how our process is different?
    • What did they miss?
      • A lot of companies sell promises without execution. If we can prove that we follow through, would that give you peace of mind?
    • Let’s build a risk-free plan.
      • If we structured this so that you’re fully protected, would you be willing to give this a shot?

    Final Close Question

    • If we could show you undeniable proof that this works, would you reconsider?

    How do I know this will work for me?

    ⬆️

    Socratic Responses

    • Great question—what specifically are you hoping to achieve?
    • Are you worried about the strategy itself, or whether it applies to your situation?
    • What would you need to see to feel 100% confident in this?

    Rebuttals

    • Let’s talk results.
      • Most of our clients started in the same position as you, and now they’re seeing amazing results. Would you like to see how they did it?
    • Tailored for you.
      • We customize our strategy to fit your specific needs. If I could walk you through how we tailor this to you, would that help?
    • Let’s test it.
      • What if we started small and proved it works for you? Would you feel better about moving forward?

    Final Close Question

    • If I can show you clear, tangible proof that this will work for your business, would you be ready to take the next step?

    Guarantee

    Guarantee?
    What If It Doesn’t Work?
    Tried Guarantees that Failed

    Is there a guarantee?

    ⬆️

    Socratic Responses

    • Great question—when you say ‘guarantee,’ what exactly are you looking for?
    • Are you looking for a money-back guarantee, a performance guarantee, or something else?
    • If we could structure something that gives you confidence, would that remove your hesitation?

    Rebuttals

    • We guarantee results, not refunds.
      • Rather than a refund guarantee, we ensure success by [explain key success factor]. Would that be more valuable to you?
    • Risk is minimized through process.
      • Our strategy is designed to work, and that’s why we have [success metrics, case studies, etc.]. Does that help you feel more secure?
    • Let’s customize an agreement.
      • If we could put together an agreement with performance benchmarks, would that give you confidence?

    Final Close Question

    • If we address your concerns and ensure you get results, would you be ready to move forward?

    What if this doesn’t work for me?

    ⬆️

    Socratic Responses

    • That’s a great question—what makes you feel like this might not work for you?
    • Are you concerned about the strategy itself or the execution?
    • What would success look like for you in this situation?

    Rebuttals

    • Let’s talk track record.
      • We’ve worked with businesses just like yours, and they’ve seen great results. Would seeing their success stories help?
    • Customization matters.
      • This isn’t a one-size-fits-all approach. We tailor the strategy to your needs—would that make you feel more confident?
    • Let’s start small.
      • If we could test this on a smaller scale and prove it works, would that be helpful?

    Final Close Question

    • If I can show you that this is a proven system, would you feel comfortable taking the next step?

    I’ve tried guaranteed services before, and they failed.

    ⬆️

    Socratic Responses

    • I completely understand. What happened with those services that made them fail?
    • What specifically didn’t meet your expectations?
    • What would need to be different this time for you to feel comfortable?

    Rebuttals

    • Not all guarantees are equal.
      • Some companies offer guarantees without backing them up. What if I showed you how our system actually delivers results?
    • Experience matters.
      • Many of our clients had similar experiences before working with us. Would hearing their stories help you feel more confident?
    • Let’s de-risk your investment.
      • What if we structured this in a way where you only move forward once we hit key benchmarks?

    Final Close Question

    • If we addressed your past concerns and built a success plan for you, would you feel comfortable moving forward?

    Research

    Need More Research
    Look Into Other Companies
    Need to Gather More Info

    I need to do more research.

    ⬆️

    Socratic Responses

    • That makes sense! What specifically are you hoping to find out?
    • What key factors are you looking to clarify before making a decision?
    • If I could provide the information you need right now, would that help speed up your decision?

    Rebuttals

    • Let’s simplify this for you.
      • Most of our clients felt the same way initially, but once they saw how our system worked, they realized they had everything they needed. Would you like me to walk you through it?
    • We’ve done the research for you.
      • We’ve worked with companies just like yours, and we know what works. Would it help if I shared insights from similar clients?
    • What will research change?
      • Is there anything in particular you think research will tell you that we haven’t already covered?

    Final Close Question

    • If we answer your remaining questions now, would you feel confident moving forward?

    I want to look into other companies first.

    ⬆️

    Socratic Responses

    • I completely understand—what specifically are you hoping to compare?
    • Besides price, what’s the most important factor in your decision?
    • What would make one company stand out over another for you?

    Rebuttals

    • Let’s talk value.
      • Many of our clients checked out competitors before choosing us. What they found was that no one else offers [specific unique benefit]. Would you like to see how that applies to you?
    • What’s your top priority?
      • Most companies offer something similar, but few deliver real results. If I can prove we do, would that make your decision easier?
    • Comparison paralysis.
      • Sometimes, too many options slow you down. What if we focused on whether this solution meets your needs instead of delaying progress?

    Final Close Question

    • If we could show you how we outperform the competition, would you be open to moving forward today?

    I need to gather more information before deciding.

    ⬆️

    Socratic Responses

    • Absolutely—what specific information would help you make a confident decision?
    • Are you looking for case studies, testimonials, or more details on the process?
    • What’s the #1 thing you need to see before saying yes?

    Rebuttals

    • Let’s make this simple.
      • Rather than gathering more info, let’s go over what matters most to you. What’s your biggest concern?
    • Information overload.
      • Sometimes, too much information can make the decision harder. What if we focused on the most critical details right now?
    • We can provide that instantly.
      • I have all the details you need right now—would it help if I walked you through them?

    Final Close Question

    • If we provide exactly what you need today, would you be ready to move forward?

    Bookkeeper/CFO

    Speak With Bookkeeper
    Handles All Financial Decisions
    Review With Accountant First

    I need to speak to my bookkeeper/CFO.

    ⬆️

    Socratic Responses

    • That makes sense! What specifically do you need to confirm with them?
    • Is it about cash flow, budgeting, or something else?
    • What would happen if your bookkeeper approved this—would you be ready to move forward?

    Rebuttals

    • Bookkeepers track spending, not growth.
      • Your bookkeeper’s role is to manage finances, but their job isn’t to decide what investments will grow the business. Are you confident this is a worthwhile investment for your company’s future?
    • Let’s get ahead of the conversation.
      • I’ve spoken to many bookkeepers, and they typically want to know [key financial data]. Would it help if we went over those numbers now so you’re fully prepared?
    • Your business, your decision.
      • At the end of the day, you’re the one responsible for the company’s growth. If this makes sense for you, would you be open to moving forward while keeping your bookkeeper in the loop?

    Final Close Question

    • If we structure the investment in a way that makes sense for your cash flow, would that make it easier to move forward?

    My bookkeeper/CFO handles all financial decisions.

    ⬆️

    Socratic Responses

    • That’s great—are they the final decision-maker, or do they just provide recommendations?
    • Have you made growth decisions without them before?
    • Would it be helpful if we hopped on a quick call with them together?

    Rebuttals

    • Their role is to manage, not decide.
      • Your bookkeeper manages the finances, but you’re the one deciding how to grow the business. Do you trust your ability to make smart investments for growth?
    • Let’s bring them in.
      • Would it help if we provided them with a breakdown of how this investment impacts your bottom line? I can even join a call with you both to go over the numbers.
    • Bookkeepers focus on expenses, not ROI.
      • A bookkeeper’s job is to track costs, not assess opportunities. If I showed you how this investment pays for itself in the first few months, would that ease their concerns?

    Final Close Question

    • If we provided the numbers in a way that satisfies your bookkeeper, would you feel comfortable moving forward?

    I need to review this with my accountant first.

    ⬆️

    Socratic Responses

    • I understand—what key factors do they need to see?
    • Are they looking at cash flow, tax benefits, or overall profitability?
    • Would you like me to provide a financial breakdown that makes this easier for them to review?

    Rebuttals

    • Growth-first mindset.
      • Accountants track numbers, but they don’t run the business. Are you confident that this investment aligns with your goals for growth?
    • Let’s provide them with what they need.
      • I can send you a clear breakdown with projections. Would that make their review process easier?
    • Smart investments make accounting easier.
      • Most accountants want to see a return on investment. If we show them how this pays for itself, do you think they’d be on board?

    Final Close Question

    • If we provided your accountant with all the necessary details, would you be ready to take the next step?

    Wife/Spouse

    Talk to My Spouse
    Spouse Makes Financial Decisions
    I Don’t Make Decision Without Spouse

    I need to talk to my wife/spouse.

    ⬆️

    Socratic Responses

    • That makes sense! What specifically do you think they’ll want to know?
    • Do they usually support you in business decisions like this?
    • If they were here right now, what questions do you think they’d ask?

    Rebuttals

    • Let’s prepare together.
      • I totally get that—what if we went through everything now so you’re fully prepared to answer any questions they might have?
    • Spouses want to see confidence.
      • When you bring this to them, do you feel confident in explaining why this is the right move? If not, let’s make sure you are.
    • Let’s bring them into the conversation.
      • Would it help if we scheduled a quick call with them so I can answer any questions directly?

    Final Close Question

    • If we can address their concerns upfront, would you be comfortable moving forward today?

    My spouse makes the financial decisions.

    ⬆️

    Socratic Responses

    • That’s totally understandable—how do you typically make business investments together?
    • Would it be helpful if I provided a financial breakdown to show them the return on investment?
    • What’s the most important factor for them when making a financial decision?

    Rebuttals

    • You know your business best.
      • Your spouse might handle the finances, but you’re the expert when it comes to what your business needs to grow. Wouldn’t you agree?
    • We can make their decision easier.
      • I’d be happy to put together a simple overview that answers all their key concerns. Would that help?
    • Let’s loop them in.
      • Would you like to set up a quick call with them so we can go over everything together?

    Final Close Question

    • If we provide all the information they need, would you be ready to take the next step?

    I don’t want to make this decision without them.

    ⬆️

    Socratic Responses

    • That’s completely fair—how do you two usually decide on business investments?
    • What do you think their biggest concern would be?
    • Are they typically open to growth-focused decisions like this?

    Rebuttals

    • You’re already here for a reason.
      • Something about this opportunity caught your attention. If you feel it’s the right move, do you think they’d trust your judgment?
    • We can give them peace of mind.
      • Many of our clients have spouses who want reassurance. If we put together a simple breakdown that shows the benefits, would that help?
    • We can make the conversation easier.
      • Would you feel more confident if we scheduled a quick chat with them so I can answer their questions directly?

    Final Close Question

    • If your spouse sees the value the same way you do, would you feel ready to move forward?

    Congrats! You Got Yourself a Sale!

    Ok, maybe not quite. Let’s do these final steps…

    • Take payment
    • Convert lead
    • Close opportunity (Woot!)

    Let me do research on your company.

    Acknowledge & restate their objection

    Totally understand. From what I understand before we move forward, you just need to do some research on our company. Is that right?

    Yes
    No
    • Yes, I need to research ⬆️

      Reframe via questions & phrases

      Research wise, what are you most interested in that is going to help you make that decision whether to move forward or not?

      Testimonials
      Established When?
      • How long you’ve been established? ⬆️

        Ok, awesome. So we’ve been in business for X time and the team we brought on has X years of experience. Great question. Anything else before we get started?

        Yes, More
        No, Let’s Buy!
      • Testimonials ⬆️

        Ok awesome. So testimonials; that’s definitely what you are looking for. Anything else?

        Testimonials
        Established When?
        • Yes, I’d also like <additional> ⬆️

          In Addition to Testimonials section

          So <additional>, anything else?

          Continue to Wrap Up Testimonial section below

        • No, that’s all I need ⬆️
          Wrap Up Testimonial section

          Ok, awesome, easy enough. So, from what it sounds like you just need the testimonials <and anything else they mentioned>in order to pull the trigger to be able to get started today. Is that correct?

          Yes, that’s correct, just testimonials

          Ok, there’s nothing else?

    • No, I’m just not there ⬆️

      Reference diagram of objection given to not move forward

    Done With Testimonial Objection

    Ok awesome. So you’ve already seen our exact process and how we handle everything. Are you comfortable and confident with the way that works?

    Yes, Comfortable!
    Makes Sense / <vague>
    • Makes sense (or other vague response) ⬆️

      Ok awesome. It makes sense, but are you confident this would make an immediate impact on your business? Because I don’t want you to get started unless you are confident this will make an impact.

      Yes, Comfortable!
      No, Client Please
      • Can’t say I’m confident because I have’t spoken to any of your clients ⬆️

        Saw All Testimonials section

         

        Ok awesome. So I know that you are interested in testimonials. When we showed you the entire presentation, which you liked, it made sense, right? Did you see all the testimonials that were in there?

        I saw screenshots

        Yeah, the case studies and everything else?

        Yes, I saw everything

        Yeah, so the only reason we don’t have the actual videos is because our clients don’t like us to put out their information. I don’t know if you feel the same way, but they call it their secret sauce. So that’s why we have to scratch out their names and everything and just put in their actual results. Do you feel the same way?

        • No, if it works, I wouldn’t mind saying so 

          Ok, well you’re would be one of our favorite clients then because most people don’t want to give away their secret sauce. So great. You saw all those testimonials and case studies on there. Do you have any other questions before we get started?

          • No more questions… let’s get started! 

            Get Credit Card section

             

            Ok, awesome! What card do you want to use: Visa, Mastercard…?

            • I’m not ready to pay yet 


              Don’t panic! Overcome next objection – see sidebar for help.
            • Here’s my card. Let’s go! 

              Wrap it up and congrats!
          • Can I speak to one of your clients 

            I can understand you wanting to speak to one of our clients. However, we don’t do that anymore for two reasons. One, we are just going to give you the people that love us most, and two, it bugs the people that love us most. I’m sure you’d feel the same way if we were to ask you everyday to do that for a new client. But anyways, any other questions before we get started?

            Answer any other questions

            >>> Go to the Get Credit Card section above

        • Yes, I feel the same away about hiding the secret sauce 


          >>> Go to the Get Credit Card section above
    • Yes, I’m confortable & confident ⬆️ or ⬆️


      >>> Go up to Saw All Testimonials section above

    I need to look at my options.

    Acknowledge & restate their objection

    Totally understand. From what I understand before we move forward, you just need to look around and see what’s best for you. Is that right?

    Yes, Hard Hit
    No, <Objection>
    • Yes, I just want to look around ⬆️

      Reframe via questions & phrases

      That’s definitely the best route to go.  I agree with your way of thinking. Can I ask you a question?

      Yes

      What is it you’re looking for that is going to be best for you? Because I want to help you get there, even if it’s not with us.

      Uhhh…
      Something Missing
      Cheaper
      Contract Length
      • What do you mean? / I don’t know / Hesitating ⬆️

        I’ll provide some clarity on my question. So, some of our best clients that we’ve worked with originally told us  they need to look at their options, as they should.  And upon asking how we can help them look around, they told us they were looking for either a cheaper option, a shorter contract length, or something else that wasn’t in the program. Do any of these resonate with where you are at currently?

        Continue to applicable reply below.

        Something Else
        Cheaper
        Shorter

      • Something else that wasn’t in the program / Different program ⬆️

        Understood. <Name>, I wish you the best for what you’re looking for and I hope you find it. Thank you for your time today and have a great day!

      • I was hoping for a cheaper option ⬆️


        You can continue below or go to the price objection roadmap, starting off with “OK, so it sounds like the issue is price, right?”

        Ok, understood. You’re looking for a cheaper option. Anything else?

        No, I just want a cheaper option

        Are you sure there’s nothing else? I just want to make sure I cover everything you want.

        No, I’m sure I just want a cheaper option

        Ok, cool, so just a cheaper option. I just want to make sure I got all the information in order to help you find what you need. Actually, your answer brought up a fact I heard that I thought was crazy. Do you mind if I share it with you?

        No, let’s hear this crazy fact

        If we live to the age of 75, we sleep for 25 years of it. Isn’t that crazy?

        Yes, that’s crazy

        I thought you would think so. That’s 25 years on a mattress lying down. Usually when I get a mattress, I make sure I invest in a good one because of that stat. I’m sure you can agree it’s important to get a good mattress as well, right?

        Yes, you need a good mattress

        I’m the same. It actually got me thinking how long we live in our business and operate it. Based off what we agreed on about investing in a good quality mattress, do you believe it’s the same concept with your business?

        Yes, it’s the same concept
        Quandry Close

        Ok, so knowing all that, you have two routes I can help you go down. Do you mind if I lay them out for you?

        Yes, tell me the two routes

        Your first option is you can team up with us by investing in a little more expensive program, where we will ensure you receive premium results for your business you will spend most of your life in. Or, option two, I’ll call someone offering a cheaper rate with you so you can get started with them, where after, if you feel it wasn’t the quality for you, we’ll be here to help you. Now, if you were to make a decision now or tomorrow, which option would you choose?

        First option

        I’m glad we believe the same choice. Can we welcome you to the family?

        Yes, Let’s Go!
        No, Not Ready
        • Yes! Let’s go! ⬆️

          Wrap it up and congrats!
        • No, I’m not ready ⬆️

          No problem. <Name>, you can about the choice you make and I can respect that. How would you like to move forward from here?

      • The contract length is too long ⬆️ or ⬆️

        I agree, the contract lengths seem a little long since we just met. We definitely don’t want to ask you to marry us on the first date. Let’s do this; let’s get you started with the three month term so, that way, you’re not locked in with us and you can still reap the benefits of us being part of your team. Does that sound fair to you?

        Yes, Sounds Fair
        No, Month-to-Month
        • Yes, starting with a shorter 3 month term sounds fair ⬆️
          Time to close

          Great, can I welcome you to the family?

          Yes! Let’s go!

          Wrap it up and congrats!
        • No, can we do it month-to-month instead? ⬆️

          Ok, understood. You’re looking for month-to-month. Anything else?

          Yes, <something else>


          Refer to specific objection roadmap (see sidebar) & then handle the month-to-month issue by resuming below

          No, if month-to-month, I’m happy

          Are you sure there’s nothing else? I just want to make sure I cover everything you want.

          Yes, <something else>


          Refer to specific objection roadmap (see sidebar) & then handle the month-to-month issue by resuming below

          No, that’s all I’m asking for

          Ok, cool. So just the month-to-month. This is definitely a big decision with having your own team. I think we can agree to that right? *laughing*

          Let them respond

          So I know you said it’s the month-to-month and it actually reminded me of something, so I wanted to tell you a quick story if that’s ok?

          Yes, tell me the story

          Awesome. So I’ve been working with teams for quite a while now myself actually. And we’ve brought on clients obviously who’ve had teams before too. And I’ve noticed always when trying to get a team to rush work, it usually ends up in a rushed job. I’m sure you can think of your own horror stories with that, right?

          Let them respond

          *laughing* I thought so! That’s just personally why we ask for three months so we can ensure that doesn’t happen. Mostly though, because we noticed that every business is unique in their specific problems. Not every business is exactly the same in everything they do. I’m sure you can agree?

          Yes, I agree
          Quandry Close

          Ok, so believing and knowing all that, does having a team creating a personal solution for you that’s done right the first time sound more appealing or would you rather go the other route? And if you do, that’s fine. I just want what’s best for you, so I’ll call them with you right now so you can sign up with them.

          The first option sounds more appealing

          I agree. I’d choose the same option. That’s a good choice. Can we welcome you to the family?

          • Yes! Let’s go!

            Wrap it up and congrats!
          • No,

            Refer to specific objection roadmap (see sidebar)

    • No, I’m just not there ⬆️


      Reference diagram of objection given to not move forward

    I need to look at my finances

    Acknowledge & restate their objection

    I totally understand. From the sounds of it, you need to look at your finances, like seeing if your bank account hits zero or not?

    Yes, Hard Hit
    No, <Objection>
    • Yes, it’ll bring my account to zero ⬆️

      Ok, got it. Well, we definitely don’t want you to do that.

      Reframe via questions & phrases

      So honestly, we don’t have the rates going any lower, so do you feel like all this is going to have an immediate impact on your business?

      Yes, it’ll impact my business

      I agree. What parts of this do you believe is not going to be an immediate impact on your business?

      Let them respond

      Ok, your marketing budget. What does that look like exactly? You know what, that’s probably a personal questions. Let’s just do this. < show earning potential per month that will help pay the monthly cost – such as: $x per month, with us bringing you those x amount of leads we projected and you closing at x% like you told me, you’ll be looking at roughly x closes per month, which is a x dollar return.> So knowing that, if you were to put in $x per month and get back $x, would that be fair?

      Yes, that would be fair

      Ok, awesome, and knowing that this would be an immediate impact on your business like you were telling me before, and knowing you were confident in your process, and knowing, God forbid, we only performed at half at what we said we would and still get a $x return, would that make sense to just try it out?

      Yes, it makes sense to just try it out

      Ok, at what point in time would you feel like this is not the right fit?

      Let them respond

      Awesome, and if you were to, God forbid, only break even during this experience, and you didn’t lose any money, and we didn’t expect you to do a long-term commitment, because we wouldn’t do that… we get it, you’re not going to marrry us on the first date and that’s why we want you to simply try us out, would that be fair?

      Yes, that would be fair

      Close

      Can I welcome you to the family?

      Yes, Let’s Do It!
      No, Review Budget
      • No, I really need to look at my budget first ⬆️

        I can respect that. I totally understand. Obviously you need a marketing budget for marketing. Is there anyone else that would need to be involved in the decision making process in order for us to be able to get the information on moving forward?

        Yes, Someone Else
        No, I’ll Decide
        • Yes, I would need to get someone else involved ⬆️

          Ok, what would be a good email to send them a summary of the information we talked about?

          Let them respond

          Perfect. Well, I’ll go ahead and include them in the invite I’m about to send you for our next appointment. Real quick, do you prefer mornings or afternoons?

          Let them respond

          Got it. Would you prefer x time or x time?

          Let them respond

          Sweet. Well, <Name>, I’ll go ahead and send that over to you and your partner. What are the next steps for you?

          Let them respond

          That sounds great. I’ll see both of you tomorrow for the call when we can see if you both are ready to scale your business <or whatever ultimate benefit> to the next level.

        • No, I can make the decision ⬆️

          Just you? Ok, so I don’t want to be too intrusive here, but I just want to make sure I understand correctly. Do you make your own marketing budget then?

          Yes, I’ll Decide
          No, Someone Else
          • Yes, I take care of the budget ⬆️

            Ok, so you actually make the budget?

            Yes, I make the budget

            Do you allocate money for the beginning of the year or do you continue to increase your adspend/budget as you see more results?

            Fixed
            Adjustable
            • I budget for the year ⬆️

              That makes sense. What does that look like exactly?

              Let them respond

              So, is that what we are working with now or are you looking to increase it?

              Yes, Fixed
              Can Increase
              • This budget is what we’re working with now ⬆️

                Why is that?

                Let them respond

                Ok, got it. Are you looking to find the money? Personally, I know when I see something I know is going to make me a return on my investment and I don’t have the funds at the time, I do whatever I have to to collect the future needs. Are you the same?

                Yes, Find Money
                Not Worth It
                • No, it’s not important enough to me ⬆️

                  Understood. Well, I wish you the best in finding another company. Thank you for your time today.

                • Yes, I’ll do what I have to for good ROI ⬆️

                  I thought so. So before we schedule a follow-up call, is it that you don’t have the investment need at the moment to get started with us, or is it something else?

                  Yes, No Budget
                  No, Something Else
                  • I don’t have the budget right now ⬆️

                    Ok, got it. Well, <Name>, what would you like to do from here?

                    Let them respond

                    Book follow-up based on their answer

                  • There’s another reason – something else ⬆️
                    Reference diagram of objection given to not move forward

              • Looking to increase the budget ⬆️
                Willing to Increase Budget section

                Smart move. Most of the customers we see who scale at a much faster rate than normal have that mindset. Just out of curiosity, how commited are you to that?

                Let them respond

                At what point are you not going to be committed to all that? At what time do you give up?

                Let them respond

                Assumption Close

                Ok, great. I agree. So let’s do this. Let’s just take time out of the equation and let’s do the right thing and get you started. <Skip this part or replace with what’s appropriate: Were you just going to put down x amount of dollars and then we will ease our way into increasing the spend as you previously intended on doing, which we expect to happen within the first 30 days in a typical scenario. > What card to you want to use for the account?

                Use This Card
                Can’t Start
                • ⬆️
                  If they give you their card

                  Wrap it up and congrats!
                • ⬆️
                  I don’t want to get started

                  Ok, understood. So is there no way we will ever partner up? Is that what I’m gathering?

                  Not Interested
                  Only If…
                  • That’s correct, I’m not interested ⬆️

                    Understood. Well, I wish you the best in finding another company. Thank you for your time today.

                  • Only if x, y, z, etc. ⬆️

                    • If you can meet their request

                      Great! Welcome to the family!

                      Wrap it up and congrats!

                    • If you cannot meet their request

                      We can’t do that. But what I do know is that we both want to move this forward. We have been here for x time. The fact that we both have been sitting here and we both know that this is something we both want to do and it’d be a shame if we can’t come to a mutual agreement. So how can we move this forward?

                      • If you cannot both agree to a mutual understanding

                        Understood. Well, I wish you the best in finding another company. Thank you for your time today.

                      • If you can both agree to a mutual understanding

                        Wrap it up and congrats!

            • I’m looking to increase my budget ⬆️
              >>> Go to the Willing to Increase Budget section above

          • No, my bookkeeper makes the budget ⬆️
            Refer to bookkeeper objection roadmap

      • Yes, Let’s Do It! ⬆️

        Wrap it up and congrats!
    • No, <Objection> ⬆️

    I need to speak to my bookkeeper

    Acknowledge & restate their objection

    I can see why you’d trust your bookkeeper too. I’d imagine they have your best interest in mind.

    Re-frame via questions & phrases

    I think that’s smart that you have a confidant that you’d trust in your business, which makes sense why you’re successful, right?

    Let them respond

    You have been doing this a long time. Have you ever made any investments that maybe your bookkeeper didn’t understand or even agree with?

    Yes, I Have
    No, I Haven’t
    • No, I always follow my bookkeeper’s advice ⬆️

      Bookkeeper Story section

      Got it. Is it ok if I tell you a little story really quick?

      Yes, tell me the story

      So, personally, I know that a bookkeeper’s job is to conserve money, not focus on investing into the business and growing it… since that’s your job, of course, and you do a good job, obviously, since you’re on this call.

       

      In the past with dealing with our own bookkeeper, when she finds out we are spending $20,000 for a coaching call with a business consultant, she freaks out on us and says we make her job extremely difficult.

       

      But in the next month or so, we typically make 3-4 times the initial investment from taking action on what the consultant tells us to do. And then our bookkeeper laughs about it and we restart the cycle all over again when it’s time to scale more.

       

      So, knowing all that, if your bookkeeper doesn’t look at the return and only the initial cost trying to conserve money, would you still believe in investing in your business at all? Or would you rely on your bookkeeper’s limited knowledge in growing a company?

      Let them respond

      I believe you. And that’s why your business will continue to thrive. Let me ask you this: do you still agree that this is the right fit to create an immediate impact in your business and finally accomplish <insert pain point> without the hassle of dealing with <pain point(s) gathered from presentation/demo>?

      Yes, I agree you guys are the right fit

      Close

      I agree. What I’m about to say is more than likely going to come off a little silly, seeing as this is something you probably already know, but if you understand your bookkeeper isn’t properly trained to make the most profitable investments for your business and you know this is a good investment for your business to take it to the next step, then let’s take time out of the equation and do the right thing. Can I welcome you to the family?

      Yes, Let’s Do It!
      No, Bookkepper First
      • Yes, let’s do it! ⬆️
        Wrap it up and congrats!
      • No, I still want to talk to my bookkeeper ⬆️
        Acknowledge & book 24 hour follow-up
    • Yes, I’ve made an investment before that my bookkeeper didn’t understand ⬆️

      Great, so I feel like you get it. What I’m feeling right now is that you already know that you what you saw today is the right for for you and your business and I 100% agree with you. Can I tell you a story real quick?

      Yes, tell me the story
      >>> Go to the Bookkeeper Story section above

    I need to speak to my wife

    Acknowledge & restate their objection

    I totally understand. From what I understand, before we move forward, you just need to talk to your wife. Is that right?

    Re-frame via questions & phrases

    Ok great. How long have you known your wife? Would you agree you know her pretty well?

    Yes, I know my wife well

    If she were standing next to you right now and she heard and saw everything you heard and saw today, would she agree with you that this is the right decision to make for you, your business, and your family?

    Yes
    Close

    Great! Welcome to the family.

    No, I Need to Talk to Her
    You’re Right!
    • No, I should really speak to my wife ⬆️

      Acknowledge & restate their objection

      I understand. So you want to speak with your wife

      Agree

      You’re a team… I totally respect that. Not enough of the world leans on that as much as you are right now, so I totally respect that.

      Reframe via questions & phrases

      Let me ask you this before we set up our next meeting. I know that we have been talking for roughly 90 minutes or so now and I feel we both have been very transparent with each other. Let me ask you this: ideally how soon are you looking to get started once you talk to your wife?

      <=2 Weeks
      >2 Weeks
      • Anything 2 weeks or less ⬆️

        Ok, well if would have started x days ago, we would have <goal here such as: hit your deadline>. So let’s do this: do you believe moving on this would still be a good decision? You told me earlier that this was a good decision. Is this still true?

        Yes, I still believe this is a good decision

        This Is a Good Decision section

        You told me earlier that your wife trusts you with good decisions and that she believes this would be a good decision as well. Is that still true?

        Yes
        Continue to next line

        Has your wife ever been upset with you for making a good decision without consulting her first?

        Yes or No

        Ok, is that going to change if you do that today?

        Let them respond
        Reverse Psychology Close

        Ok, well look. I’m not a hard closer. I think that type of person is sleazy and I personally wouldn’t want to do business with someone like that, wouldn’t you agree?

        Yes, I agree

        I assumed as much, so I want to give it to you straight. You know this is a good decision. You said your wife is going to agree that this is a good decision. You and I both already know that your wife is not going to be upset with you making a good decision. I want to welcome you to the family. Can I welcome you to the family?

        No, I’ll Speak With My Wife
        Yes, Let’s Do It!
        • No, I still want to speak with my wife. ⬆️

          Book next appointment & qualify

          Ok, I can appreciate that. Look, I want to book the next call with you as much as you want to book the next call. I just need to know… Is there any reason you wouldn’t want to join us, outside some act of God?

          Yes, Other Reasons
          No Other Reason
          • Yes, I have other reasons to not join ⬆️

            Well, I think we can both agree that we probably shouldn’t take the next steps to that next appointment. Wouldn’t you?

            Exit the meeting and do not book the next call

          • No, there’s no reason I woudn’t want to join otherwise ⬆️

            Great, I trust you. Just so we can be as productive as possible with our time, because I obviously know you are very busy, who else, if anyone, would need to be present during the next meeting to move forward, assuming you still feel the same way you do today?

            Yes, <Someone Else >
            No, Just My Wife
            • No one else needs to be there ⬆️

              Follow Up After Wife section

              Great. Well, I have your contact information. I’ll send you the invite for tomorrow. What time works best – morning or afternoon?

              Give two time options

              Looking forward to a profitable relationship. I’ll see you tomorrow.

            • Yes, <someone else> needs to be there ⬆️

              Sounds logical to me. What’s a good email to include them on?

              >>> Go to the Follow Up After Wife section above

        • Yes, let’s do it! ⬆️
          Wrap it up and congrats!
      • Over 2 weeks ⬆️

        Great, that’s fairly soon. I’m looking forward to making sure we can achieve that deadline <or goal> So let’s do this: do you believe moving on this would still be a good decision? You told me earlier that this was a good decision. Is this still true?

        Yes, it’s still a good decision

        >>> Go to the Still a Good Decision section above

    • Wrap it up and congrats! ⬆️

    Let me think about it

    Acknowledge & restate their objection

    I totally understand. From what I understand, before we move forward, you just need to think it over. Is that right?

    Yes, That’s Right
    No, <Objection>
    • Yes, I just want to think it over ⬆️

      Ok, totally.

      Reframe via questions & phrases

      Yeah, no worries. I can understand that. Just curious before we schedule that follow up. What was your least favorite part of the program?

      Let them respond

      Ok, good to know. And your favorite?

      Let them respond

      Awesome. So your favorite part is <whatever they said>? I’m a fan of that myself. Well, I’ll be honest with you, <Name>… but before I say… can I trust you? I feel like we’ve been on this call for an hour, so we can be honest with each other, right?

      Yes, we can be honest with each other

      Perfect. Well, as a consumer myself, when I say I need to think about it, it’s for one of three reasons.

      1. I didn’t like or trust the company
      2. The pricing or some other logistic wasn’t right for me
      3. I just didn’t believe it was a good fit for me

      So just so I don’t waste your time, which one is going on for you right now?

      Go to that specific objection handling roadmap

      If they still need to think about it, continue below

      Still Thinking About It section

      I can respect that. I totally understand. Sometimes you need to just think it over for the night. Is there anyone else that would need to be involved in the decision making process in order for us to be able to get the information on moving forward?

      Yes, Someone Else
      No, No One Else
      • No, there’s no one else ⬆️

        Perfect. Well, I’ll go ahead and send ou the invite for our next appointment. Real quick, do you prefer mornings or afternoons?

        Let them respond

        Got it. Would you prefer x time or x time?

        Let them respond

        Sweet, <Name>. Well, I’ll go ahead and send that over to you. What are the next steps for you?

        Let them respond

        That sounds great. I’ll see you tomorrow for that call where we can see if you are ready to scale your business to the next level.

      • Yes, there’s someone else ⬆️

        Ok, what would be a good email to send them a summary of the information we talked about?

        Let them respond

        Perfect. Well I’ll go ahead and include them on the invite I’m about to send you for our next appointment. Real quick, do you prefer mornings or afternoons?

        Let them respond

        Got it. Would you prefer x time or x time?

        Let them respond

        Sweet, <Name>. Well, I’ll go ahead and send that over to you and your partner. What are the next steps for you?

        Let them respond

        That sounds great. I’ll see both of you tomorrow for that call where we can see if you both are ready to scale your business to the next level.

    • No, that’s not all ⬆️

      Reference diagram of objection given to not move forward

    Is there a guarantee?

    Acknowledge & restate their objection

    I totally understand. From what I understand, before we move forward, you just need to know if there is a guarantee. Is that right?

    Yes, Just Guarantee
    No, Not Just Guarantee
    • Yes, the guarantee is all I need ⬆️

      Agree

      Ok, great

      Reframe via questions & phrases

      What level of guarantee were you expecting in order to get started today? Because I want to do that for you, if realistic.

      Let them respond.

      Got it. Just to make sure I heard you right, the only way we can get started is if we can guarantee x. Anything else?

      Let them respond

      Perfect. Can I ask you one more question before we move forward?

      Yes, One Question
      No More Questions
      • No, I don’t want to answer any more questions. ⬆️

        Understood. Well, I wish you the best in finding another company. Thank you for your time today.

      • Yes, go ahead and ask your question ⬆️

        Prior to talking to us, how many of those other companies were willing to deliver on that/all those guarantees?

        None

        Of those companies you have worked with in the past, knowing that none of them would deliver on those/all those guarantees, what was the deciding factor for you to put your trust in them to partner up anyway?

        <Specific Answer>
        <Vague Answer>
        • Specific answer ⬆️

          Continue to I Don’t Like Nagging section below
        • Vague answer ⬆️

          Ok, great. Well I appreciate your answer. I have to be straight with you. What we’ve come to learn from experience is that transparency is the number one way to build profitable relationships. Would you agree?

          Yes

          I’m the same. Here’s the deal. Again, just being very straightforward. Your answer isn’t clear. Here’s where we’re at: either you don’t trust me yet or you just don’t know the ansewr, which isn’t the end of the world either. Now, what I just said might have turned you off a little bit, but what the bold truth is, no one is going to give it to you straight like that. There’s plenty of “yes men” out there. Tons of fluff shooters. Very few straight shooters that will give you the truth without the fluff. Which type of person are you interested in working with?

          Straight shooter

          Great, so just asking you one more time, of those companies you have worked with in the past, knowing that none of them would deliver on those guarantees, what was the deciding factor for you to put your trust in them to partner up anyway? Or do you have the answer? If not, that’s fine too.

          <Specific Answer>
          I don’t know
          I Don’t Like Nagging section

          I have to let you in on something here. When it comes to guarantees, I can’t guarantee the son will come up. No one can. But we are very confident it will. We are in a similar boat right now. So I’d love to meet you half way. But before we discuss that, I have one more question need to ask. Is that ok?


          Yes, go ahead and ask

          Before I ask you that question, I need to tell you something about myself. I don’t like haggling. I think it’s sleez and annoying. My worst customers I’ve ever worked with, I’ve had to haggle with. Have you been in a similar position?

          Yes, I Have
          No, I Haven’t
          • No, I haven’t been in a similar position ⬆️

            Well, you’re very fortunate because it’s a horrible experience.

            Continue to Alternative to Guarantee section below

          • Yes, I’ve been in a similar position ⬆️

            Alternative to Guarantee section

            I figured, so let’s not do that. I want to make you an offer that doesn’t have a guarantee, but it does meet you half way and eliminate risk for both of us. This way, neither one of us is losing money in the process. If I could offer you something like this, before your knowing what that would be, is that something you would be willing to say yes to?

            Yes, I’d Be Willng
            No, I Haven’t
            • Yes, I would willing to consider it. ⬆️

              Great, here’s what we want to do. We both know, based on what we’ve already discussed earlier in our conversation, that our customer is worth x. Knowing that based on the monthly investment that you are most interested in starting with is x option, you woud need x amount of deals to break even. Is that still true?

              Yes, that’s true
              Close

              Well, we’d like to further eliminate the risk for the both of us to put the probability more in your favor. <Make your special deal here. An example: We’d like to set you up on a trial. The option you were most interested in was at 3k/month for 12 months. We’d like to join that together along with the commitment length you were most interested in at 3 months. Making your trial 3k per month for 3 months and your break even point at x new clients.> Making this an obvious no brainer for the both of us. Can we welcome you to the family?

              Yes, Let’s Do It
              No, Not Interested
              Let Me Think About It
              • No, I’m not interested ⬆️

                Understood. Well, I wish you the best in finding another company. Thank you for your time today.

              • Let me think about it ⬆️

                Go to Think About It diagram
              • Yes, let’s do it ⬆️

                Wrap it up and congrats!
            • No, I wouldn’t be willing to say yes. ⬆️

              I totally understand. This is clearly not the right fit. I appreciate your time.

    • No, the guarantee isn’t enough ⬆️

      Reference diagram of objection given to not move forward

    That's too expensive

    Acknowledge & restate their objection

    Yeah, totally understand. That’s obviously a lot more than most <niche> are used to investing initially. So I’m completely with you. I just want to be clear. Is it the x per month or the contract length?

    Yes, Monthly Cost
    No, Contract Term
    • X per month ⬆️

      Ok, gotcha. So it’s not the x months on the contract, just the x monthly?

      Yes, Monthly Cost
      No, Contract Term
      • The x months on the contract (contract length) ⬆️

        Go to Contract length section
      • Just the x monthly ⬆️

        Agree

        I completely understand.

        Reframe via questions & phrases

        Alright, I just wanted to make sure. So just to recap this whole process, you said you’re closing at x%, right? Because I just want to make sure I understand exactly what part of this is the issue. I know you said it’s the monthly rate. So I wanted to tell you a story real quick, if that’s ok?

        Yes, tell me the story

        Ok, awesome, because you know, you’re not the first person to tell us this, and what we’ve come to realize is most <niche> that hasn’t actually invested yet into a program like this – I’m sure you can agree that this is something you have not come across before. Yes or no?

        Yes, Never Seen This
        No, I’ve Seen This
        • Yes, you’re right. I’ve never come across something like this before. ⬆️

          Realistic Return section

          Ok, so that being said, whenever <niche> comes in here, what happens is they will jump in and they will feel uneasy about the x thousand, but obviously they get started because the x months makes sense. There’s really no risk, right?

           

          So they will jump in and we will bring them roughly x leads, and most aren’t great at sales at first, so they will close 10%, which is roughly x deals. So they make somewhere around x dollars.

           

          And what happens is, in that x dollars after the first month, they get super excited because you know they spent x thousand and made x thousand back, right? But not everyone is that comfortable with only making x thousand from x thousand.

           

          So, knowing if you were to get started today, spend x grand with us and that scenario is more than likely where you are going to end up, is that return realistic for you? Would that still make sense?

          Yes, that makes sense.

          Got it. So knowing that, does x thousand still seem like a big number?

          Yes, Still Big
          No, It’s Reasonable
          • Yes, it still seems like a big number ⬆️

            Go to Performed at Only Half section
          • No, it seems like a reasonable number ⬆️

            Close

            Great, can I welcome you to the family?

            Yes
            No, Still Expensive
            No, <Other Objection>
            • Yes, let’s do it! ⬆️

              Wrap it up and congrats!
            • No, it’s still expensive ⬆️

              Acknowledge & restate their objection

              Ok, I understand. It really is the price that’s the issue for you at the moment. Am I correct?

              Yes, the price is the problem
              Agree

              I can see how you could think that.

              Reframe via questions & phrases

              Performed at Only Half sectionOk, so let’s say everything didn’t go well. Let’s say we performed at only half at that, which I’d fire myself if that were the case. Would that still not be a fair return in your first month? Would you hate us?

              No, I wouldn’t hate you guys

              Yeah, I wouldn’t hate us either. That’s a good call. So let me ask you a question: does x amount (monthly retainer) still seem unrealistic knowing that, even if we such, you would still see x dollar return? Because I didn’t want you to get started today if you think that’s unfair. Do you feel that that’s fair, a x:x dollar return?

              Yes, Fair Return
              Yes, Assuming You Can
              No, Not Fair Return
              • Yes, that’s a fair return ⬆️

                Close

                Great. Do you want to use a Visa or Mastercard?

                Wrap it up and congrats!

              • No, that’s not a fair return ⬆️

                Understood. Well I wish you the best in finding another company. Thank you for your time today.

              • Assuming you guys can bring that ⬆️

                Yeah, well also assuming you can close at x%, right?

                Yes, assuming I can close at x%

                Cool, so can you meet us in the middle? WIth us being at least half as good as we say and you closing at x%? Can you meet us in the middle?

                Yes
                Hmmm… Depends
                • In a perfect wold/Assuming all goes to plan/If that were to happen/etc ⬆️

                  Ok, I can tell you’re a man of hypotheticals. I can appreciate that. But let me ask you, does a scenario like that at least sound fair?

                  Yes, that scenario sounds fair

                  Confident In Our System section
                  And based on what we showed you and the level of transparency, do you feel confident in our system?

                  Yes, I’m confident in your system

                  Are you saying that because of all the results you saw or you like the streamlined process we have?

                  Let them respond
                  Assumption Close

                  So let’s do this. Let’s go ahead and get you started since you told me you feel confident in our system and think a worst case x return would be fair. Do you want to use a Visa, Mastercard, or Ames?

                  Use this card…
                  I Need to Think <Objection>
                  • I need to think about this ⬆️

                    Ok, no worries at all. I can appreciat you wanting to take your time on this. Great. Well, I have your contact information. I’ll send you the invite for tomorrow. What time works best – morning or afternoon?

                    After response, give two time options

                    Looking forward to a profitable relationship. I’ll see you tomorrow.

                  • Close ⬆️

                    Wrap it up and congrats!
                  • <Objection> ⬆️

                    Refer to specific objection roadmap
                • Yes, I can meet you in the middle ⬆️

                  Go to Confident In Our System section
            • <Other objection> ⬆️

              Refer to the objection roadmap
        • No, you’re wrong. I’ve come across something like this before. ⬆️

          Ok, have you seen anything this transparent, this linear, this focused on the quality?

          No, I haven’t seen anything this transparent.

          Could you agree this is a little more detailed with our approach?

          Yes, this is more detailed.

          Coud you agree, based on our approach, the leads are going to be a little more qualified?

          Yes, the leads will be more qualified.

          Go to Realistic Return section

    • Contract length ⬆️

      Contract Length section

      Alright, so basically from what I understand, if the contract was shorter, as in like 4 months instead of 6, that’s the only way you’d get started right now? Is that right?

      Yes, that’s the only way
      Agree

      I completely understand.

      Reframe via questions & phrases, then close

      I completely understand. Let’s do this. We have a 3 month option and I know you said you were comfortable with 4, but let’s get you started with 3, since we already have it set up. Do you want to use a Visa or Mastercard?

      • Visa/Mastercard

        Wrap it up and congrats!
      • No… <objection>

        Refer to the specific objection roadmap

    I don't trust you

    Acknowledge & restate their objection

    Yeah, totally understand. It sounds like the issue is that you don’t trust us, right?

    Yes, I Don’t Trust You No, <objection>
    • Correct, I don’t trust you ⬆️

      Agree

      I mean, I understand.

      Reframe via questions & phrases

      Let’s address the elephant in the room. This is our first time ever meeting and I’m asking you for x dollars <total contract length, NOT monthly amount> Because I want to be transparent with you, I’d assume you’d want someone who is a straight shooter and tells you the truth, even if it doesn’t sound pretty instead of someone who would fluff things for you. But I don’t want to assume. What type of person do you prefer to work with?

      Straight shooter

      Yeah, I agree with you. I choose the same. So someone with fluff will tell you this is only x dollars per month (monthly price). But it’s not, because obviously this isn’t month to month. So you’re really paying us x dollars (total contract value). So let me ask you this – when’s the last time you had a neighbor, friend, family member, who ever showed you this level of trnasparency?

      Not yet

      When’s the last time you had someone show you the entire winning formula with nothing held back like I have today? I mean we literally showed you everything. You could take this and just run with it. And I implore you, if that’s the kind of person you are, but I don’t take you for that. So when’s the last time someone has been this transparent and literally given away the entire process to you?

      Never

      Got it. So wouldn’t you agree we were honest with you about the entire process?

      Yes

      Wouldn’t you also agree that no other company has ever broken down the entire process to you and laid everything out?

      Yes

      So don’t you agree if you can trust anyone when it comes to this, it would be us?

      Yes
      Close

      Yeah, I’m with you. That’s a good choice. How can I welcome you to the family? Visa or Mastercard?

      • I still don’t trust you. ⬆️

        Acknowledge & restate their objection

        Ok, so you still don’t trust us, huh? Is that what I’m hearing?

        Let them respond
        Reframe via questions & phrases

        Ok, will before we hop off the call, can I ask you if you’ve ever spent this kind of money in the past?

        • No, I’ve never spent this kind of money ⬆️

          Why not?

          Let them respond.

          Why do you think that is?

          Let them respond.

          Average Transaction section

          So your average transaction is at x, right?

          Let them respond.

          Do you usually like to sell that for a lower dollar amount or a higher dollar amount if you have the opportunity? It’s a funny question right?

          Let them respond.

          Whenever you have the chance, do you sell a higher priced service because you know it will make more sense for what they need? Or do you stay away from that because you think it would be easier to make a quick sale for a lower dollar amount?

          Let them respond.

          You want to sell to fit their needs, right?

          Yes, I want to sell to fit their needs

          Yeah, I agree with you. In fact, that should be the only way you sell, right?

          Yes, that’s the only way to sell.

          Would you want to work with anyone who sells you antyhing less than what you need?

          No, I wouldn’t want to work with anyone who sells me short.

          Ok, why is that?

          Let them respond.

          Got it. So I know you said you hadn’t dealt with a company with our level of transparency. The other companies you had worked with in the past, did it work out?

          Let them respond.

          I appreciate your honesty. Do you trust the fact that I’m a straight shooter and I don’t just sell you whatever I feel like you will buy?

          Yes, I believe you’re a straight shooter.

          Would you be more comfortable if I dropped our price from x (monthy price) to one thousand dollars right now? Would you trust me more or less?

          • I would trust you less. ⬆️

            Uneasy Feeling section

            I wouldn’t either. So it sounds like, to me, it’s not the price. So basically, you just don’t trust us. Correct me if I”m wrong, but it sounds like this is the first time you ever talked to a straight shooter who’s trying to provide you what you actually need, and it’s kind of an uneasy feeling for you. Is that what I’m hearing?

            Let them respond

            Are you going to hate us whenever we deliver a higher return with whatever you are spending with us?

            No, I’m not going to hate you

            Are you going to tell your friends not to work with us?

            No, I won’t tell my friends to not work with you

            Did you tell your friends to work with the people who charged you less and sold you just so they could get a sale, not fit your needs? (Only apply if they’ve worked with someone in the past)

            Alternate choice
            Future pace close

            Ok, so you have one or two options here. You can leave today and nothing will change. You’ll get called by one of these people just trying to sell you to make numbers because they will know that you’ll buy since you have some money. They just care about the sale, so they’ll just sell you whatever. Good sales people know how to do that.

             

            Or option two, we can get started today. We’ll take you through our onboarding process, which is very efficient, to make sure we are providing the highest quality people, to ensure you close at the highest percent, making your money back and more. You can finally tell your friends you made a decision and found someone who wasn’t just fluffing you but was actually a straight shooter. Ok? And they you’ll be thanking us and increasing your ad budget. Because that’s what our customers do. That’s option two. So which reality do you want to live in?

            • I’m still not sure ⬆️
              Acknowledge & book 24 hour followup
            • Let’s do it! ⬆️
              Wrap it up and congrats!
          • I wouldn’t mind if you dropped the price ⬆️

            Right, but would you trust me more or less?

            I would trust you less
            Go to Uneasy Feeling section.

          • That’s a good question. ⬆️

            You are the only one that can answer

            No, I wouldn’t trust you
            Go to Uneasy Feeling section.

        • Yes, I’ve spent this kind of money ⬆️

          Well, I applaud you for taking that level of investment before. Most companies don’t understand the significance and importance of playing at that level.

          Go to Average Transaction section.

      • Mastercard or Visa ⬆️

        Wrap it up and congrats!
      • <Other objection> ⬆️

        Refer to final roadmap
    • No, it’s not just trust. Also, <objection> ⬆️

      Reference diagrom of objection given to not move forward

    Can you send a proposal?

    Acknowledge & restate their objection

    Totally understand. From what I understand, before we move forward, you just need to look over a proposal. Is that right?

    Yes, See A Proposal
    No, Also <Objection>
    • Yes, I’d just like to see a proposal first ⬆️

      Agree

      I love a good proposal. I think that’s a great idea.

      Reframe via questions & phrases

      I actually can pull it up right now so you don’t have to wait and I can address any questions or concerns you might have. Does that work with you?

      Yes, Review Together
      No, Send Me Proposal
      • No, I’d rather you send it to me ⬆️

        Send Proposal section

        I’ll definitely send you over one. What is it exactly you are looking for on that proposal just so I make sure I give you everything you need?

        Let them respond

        Anything else you feel should be on there that we didn’t cover for you today?

        Let them respond

        What is it you’re looking for on the proposal that will give you the confidence to move forward?

        Let them respond

        Got it. Is it okay if I ask you one last question?

        Yes, what’s your question?

        Ok, I’m going to make a guess about where you might be right now, and if I’m wrong, please tell me so I don’t pursue the career of a mind reader… but you tell me. Is that Ok?

        Yes, I’ll tell you if I’m wrong

        Great. Well, I’m a consumer myself and usually when I ask for a proposal, it’s because either I hated the program and it wasn’t right for me, it was too expensive, or I didn’t trust them fully. Are any of these going on for you or is it something else?

        No, I’ll Review
        No, <Other Objection>
        • No, I just need to look at the proposal over ⬆️

          Ok, no worries at all. I can appreciate your wanting to take your time on this. I’ll get that proposal sent out based off what you told me earlier. Great. Well, I have your contact information. I’ll send you the invite for tomorrow. What part of the day works best – morning or afternoon?

          Let them respond

          Looking forward to a profitable relationship. I’ll see you tomorrow.

        • If they give you one of these objections or another ⬆️

          Refer to specific objection roadmap

      • Yes, let’s go through your proposal together now
        Pull up contract and go over it with them. ⬆️

        Does this clarify everything for you?

        Yes, It Helped
        No, <Other Objection>
    • No, also <objection> ⬆️

      Reference diagram of objection given to not move forward

    Congrats! You Got Yourself a Sale!

    Ok, maybe not quite. Let’s do these final steps…

    • Take payment
    • Convert lead
    • Close opportunity (Woot!)