Sales Script Template

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Last edited time @January 25, 2024 11:26 PM

Table Of Contents
Before The Call 📌
Rapport, Set Frame & Intentions
Current State → Future State (Qualification)
Acknowledge Fit & Pre Frame
Pitch (Sell The Vacation / Feature, Benefit, Tiedown)
Explain Away Concerns
After The Call 📌

Before The Call 📌

Start Loom Recording

Rapport, Set Frame & Intentions

Hey [name], [your name] giving you a call here. I have you in my calendar to chat about
[business name]. How you doing today?

“im doing good as well / I’m glad to hear”

Rapport #1
Awesome, Now - where are you calling from today?

*Make a witty comment or remark about their area. no more than 30-45 seconds for

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 rapport*
(witty: showing or characterized by quick and inventive verbal humor.)

But yeah, [name] if its ok with you - we can just jump straight into things, that way we
can make the most out of your time here today. Is that fine?

Wait for them to say yes, this is a micro-yes commitment, the first of many yes’s to
come.

Awesome, so [name] I want to start by giving you an outline of the call and what to
expect here. So, right off the bat - we’re a very no-bullshit company, meaning our goal is
not to try and slam something down your throat and force you on our services. Rather
on this call I want to figure out where you guys are at, what bottlenecks you may have,
and what your goals are - that way we can put together a customized proposal for you.
Then at the end you can let me know if its something that makes sense for you.
Sounds good?

Also to be clear - my goal to try trap you in a corner, or try some stupid sales tactics or
anything like that. We’re extremely open & honest, so I invite you to ask questions and
just to be open and honest with me as well.

Can I count on you for that [name]?

Wait for another yes

Current State → Future State (Qualification)

Cool, so you said you’re from [area] right?

Wait for the yes

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 And is that where you guys do business as well?
A:

Now you are the owner of the business, correct?

A:

Do you have any partners involved in your company? (If not, do they have a personal
partner, spouse, employee, or stakeholders that need to give them a thumbs up before
making any decision?

A:

So tell me a bit about your company. Lets start with your website and what it is you guys
do?.

A:

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 How Much In Sales Have You Guys Done Year To Date? (Upwards or downwards
tend?)
A:

Was that at max capacity? Or can you do more with your current infrastructure (team
size, warehouse, equipment/tools, etc)?

A:

*If pricing is important* What Does Your Pricing Look Like?

A:

I’m assuming that's at a 25% margin?

A:

Now, just so I can get a sense of what your north star is - why did you schedule this call
with us today? Like, what is it specifically that you’re looking for and how can we best

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 serve you?

(Logical Appeal)

Listen Closely! You may get a generic answer here. You Need To DIG DEEP HERE!

Our Goal Is To Get A Verbal Goal:

Projects / Dollar Value AND TIME FRAME.

A:

Ok. so you’re looking to [achieve goals in time frame]… (Pause) Why is that a priority
for you?

(Emotional Appeal)

Listen Closely! You may get a generic answer here. You Need To DIG DEEP HERE!

Based on what is shared, select the most appropriate follow-up questions to get
them to verbalize their goals.
be
slow and methodical. no ‘um’, ‘like’ etc. Be slow and use pauses.

Our Goal Is To Get A Verbalized Emotional Unfulfillment: Move Countries, Support

My Family, Etc.

A:

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 Ok & how long have you had this goal for?

A:

What are you currently doing to get more sales for your business?

Who deals with their marketing / How much are they paying (ad spend + management)
If
no, or no real digital marketing, dig deep into why, almost like guilt-tripping them.
How long has it been like that? How long do they intend on it to stay like that? Get
them to realize their flaws

A:

What Are You Currently Spending Per Month On Marketing (Ads, software, cold email,
etc)?

If they are not spending anything on marketing, confront this now. “Hmm, you’re not
spending anything on marketing? Tell me more about that”

A:

What Are Your Current Company Stats? (CPL, CPA, CAC, Closing Ratio)?

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 If they don’t know all of this data, confront this now. “Hmm, so you’re running an
agency without any clear data to make logical business decisions on?”

A:

Review Current Strategy With Them: “Do you think that you’re current strategy is
going to get to [their goal], in the next [time mentioned]? If Yes / No, then why not?”

If they say yes: Cool. So then, just being honest - why specifically are we on this call? I
mean, I apologize, Maybe I misunderstood something, cause if you can do it yourself, I
mean - wouldn’t make more sense for you to not pay anyone for help?
A:

Ok. So you’ve had this goal for [time mentioned]. Why is now the time to get it fixed?
What’s changed..?

A:

Ok, and just so i can get a better understanding - hypothetically speaking, in [time they
mentioned] you [hit your goal]. What specifically would be different for you and your
business?
A:

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 Ok. Now on the other side of this - let’s say you don’t move forward, and not just with
me, but you continue to push this away and continue to push off fixing this problem, how
would that make you feel.
If they say “Yeah well that's not me, that’s why I’m here, I'm an action taker, blah blah
blah”, then push forward and say “100%. But with all due respect, that’s why you’re here
right? You’ve been dealing with this issue for the past [x time]. Now, I’m not saying that
you’re going to continue, but I’m genuinely curious - how would you feel if you kept
pushing this off for another [x time frame]?”

A:

So, are you ok with that as a reality? Cause if so, then I don’t think you need to work
with us or with anyone.

If they say yes, then end the call.

A:

So then do you think this is finally the right time to draw the line in the sand and
[achieve goals]?

A:

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 Acknowledge Fit & Pre Frame
Alright [name], based on what you told me here today - I have no doubt that we can
help you [achieve goals]

Now I’m going to start explaining our process, step by step, if at any point throughout
the process it sounds like a bad fit - please don’t be shy, just let me know - you will not
hurt my feelings. Does that sound good?

Wait for another yes

Awesome. Now if this offer does make, I’m going to lay a path forward on what the next
steps to working together would look like.

Again, you will not hurt my feelings if you say no though. My goal is not going to choke
hold you into a yes, I simply want to serve you, even if that means we don’t end up
working together. Cool?

Wait for another yes

“Depends on cost”

Yeah, I agree. There needs to be a clear return on your investment. Now

assuming it would provide that, would there be any reason we wouldn’t be able
to move forward - today?

Pitch (Sell The Vacation / Feature, Benefit, Tiedown)

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 Sound super enthusiastic, because what we do is awesome! Your excitement here will
make or break the sale.

Now, real quick, I'm curious - can you tell me, based on your own research so far, what
do you know about us at YardReach?

(Listen closely, the level of detail they give here is a direct reflection of how well-
researched and indoctrinated this lead is for you. If they’ve been checking out materials,
they’re going to know a decent amount of information on what we do here. If they aren’t
that well researched, you’ll hear it right at this point.)

Yeah you’re not too far off at all, if it’s cool with you I can walk you through what it is we
do. Sound good?

Wait for approval

Hook
So, to start, we specialize in helping [however they identify] achieve [what they wanted].

Prove We’ve Done It & Show Who We Are

*explain quickly who your business is*

So, real quick, here are some case studies to back up what I just said:
(Case Study | State One to State Two in Timeframe)

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 1.

2.

3.

4.

5.

So again, all that to say, the confidence comes from a place of “we’ve done this so
many times” so we’re certain we’ll be able to help you [achieve goals].

Make sense?

Wait for yes

#1 - FBT
Cool. So then, diving specifically into this system step by step, the first step would
obviously be addressing the issue of getting QUALITY leads on demand, whilst making
sure they are exclusive. Would you agree?

Wait for the yes

Perfect - so like you said, the first part of the system is to help you build a marketing
channel that generates exclusive & pre-qualified leads, every month. Specifically we’re
going to be setting up your facebook and instagram marketing accounts (which you
guys cover the ads, we recommend about $50/ day), building out the ad campaigns,
build our the ad images, video, and all that heavy backend work.

Now when this is done right, your ads are going to be shown to
qualified people, in your market, who can afford your service, and are ACTIVELY
looking for a [service]. Basically the exact same way we are able to target you -

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 someone who *runs x business*, is the SAME thing we’re going to be doing for you, but
for *…

Ontop of that they’re going to be put through a qualification test so the leads that come
to your business have agreed they
qualification point.

Again, this means that you’re going to be generating exclusive (because the marketing
is done through your company accounts) - and pre-qualified leads, every single month.

So with that being said, what are your thoughts on the strategy of heavily pre-qualifying
leads and making sure they are exclusive to you?

Wait for the yes & count to 2

And do you think that this would help move the needle forward to [their goal]?

#2 - Backend Systems
Beautiful.

So now that we’ve solved the issue of consistently getting pre-qualified leads, the next
step is to streamline your backend processes (which means what are we doing with
these leads internally the minute they get generated).

Now, has anyone mentioned to you what the 5-minute follow-up rule is?

Wait for the answer

So it's a rule based on a decade-long research study that found if you don’t follow up

Sales Script Template 12

 with a motivated lead within the first 5 minutes of them reaching out, the chance that
they go do business with your competitors increases by 89%.

And to hit this home a bit more, have you ever wanted something, you go on a website,
our you try to reach out to a company and don’t get what you're looking for, so then you
just go to the next company until you do find what you’re looking for?

Wait for the answer

Which gets me to ask the question - when you get a bunch of new leads every day -
what systems, softwares and processes do you currently have in place to make sure
these leads are getting what they want within the first 5 minutes, Sunday through
Sunday?

Wait for the answer

Chicken with the head cut off. Should the CEO of a company be doing that?

So then what we’re going to do is build you an entire backend system that a) follow up
with all of these leads for you, sunday-sunday (within the first 5 minutes) and b) vet and
schedule these pre-qualified leads, onto an appointment -
for you.

This system integrates with the calendar on your phone, that way there are never going
to be any double bookings.

We’ll send you notifications in real-time as they get scheduled, that way all you have to
do, is open your calendar app on your phone, and watch your pipeline get full.

Now, I know unfortunately some people still like to follow up with leads, call them, text
them, email them - so what are your thoughts on having a system that follows up with all
of these leads, and sets appointments for you?

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 Wait for the answer

And do you think a system that packs qualified meetings into your calendar FOR YOU
would help you save time & move the needle forward towards [their goal]?

#3 - FBT (feature benefit tiedown)

next fbt point

# 4 - Build & Release Model

Beautiful, so this transitions me into the last and most important part of this entire
system which is actually the way we do business together. So first, unlike a traditional
agency, we don’t actually charge you EVERY SINGLE MONTH, since again, we install
this system 100% done for you and give you the training so you keep it forever. This
entire system will generate hyper qualified leads, and schedule appointments for you,
litteraly every single month, and you get to keep it forever, without HAVING to pay us
every single month to use it.

Does that sound like the type of system & partnership that would make sense for your
business?

Close
Beautiful. So here’s whats gonna happen next - like i said we are going to set up this
entire system 100% done for you, we’re then going to manage it completely for 2
months; where we are going to generate exclusive, & pre-qualified leads, for you, we’ll
then follow up with leads for you, we’ll book appointments for you, and ontop of that
we’re going to give you training, documentation and coaching if you want to kick us to
the curb you can continue using it yourself.

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 ↓ Start to talk quieter here ↓
Now, I’m gonna be honest with you here [name] - we are more expensive than a
traditional marketing agency. I know many people don’t like to hear that, but what I can
promise you is if you’re actually looking to [solution to problem], then you are absolutely
talking to the right team for this.

↓ Talk upbeat again ↓

So in terms of the cost - our setup fee to install your new pool system, thats going to
bring you new clients every single month, is 4 biweekly payments (every other week) of
$1999. Now, to make things even sweeter - we also have a no questions asked
guarantee where if our system doesn’t book you at least x in 12 weeks, we’ll literally
give you all of your money back, no questions asked.

Again, we’re going to set everything up for you, on avg you’re going to see your first
sales meeting booked in the first 46.2 hours, plus we have a no questions asked money
back guarantee as well.

Now with that being said, would you rather do the 4 biweekly payments of 1999, or pay
in full and save an extra $1000.

Explain Away Concerns

Use the ARC method.
(Acknowledge, Respond, Close)

Respond with an analogy, question, or story/anecdote if possible.

Objections

Spouse

Me: Do you want to do debit or credit card?

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 them: I need to talk to my wife first

Me: (A) You want to talk to your wife first? I can appreciate that. (R) Does
your wife want whats best for you and your business? wait for answer
Awesome! Then I'm sure she’d support you and your decision in the right
direction. I’ll make sure she gets a copy of our guarantee as well, since that
typically gets rid of any unease. So would you rather get the points and do
credit card?

I'm Too Busy

So when you're not busy in the future, you're gonna do this - right?

So do you think that means you're never going to be busy for the rest of your
life?

Ok so you want to [achieve goals] even when you are busy, right?

Great! So then let's do this now when you have support and someone to help
you! Does that make sense?

Think about it

Do you want to do debit or credit card?

I want to wait and think it over

You want to wait and think over? I can appreciate that. Now question for
you, let’s say you waited and thought about this for 30 days - would you still
have the same problems that need to be solved even after all that thinking?

Cool, so let’s get them resolved today. Do you wanna do credit card and
get some points?

Cost objection

So to get started, do you want to do debit or credit?

Im sorry but its not in my budget at this time

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 (A) Our price is too high for you? Sorry you feel that way. That usually
means I didn't do a good enough job explaining everything that's included.
(R) Let’s take a step back. When I asked you earlier you told me that you
wanted to [achieve goals] and that if we could help you [achieve those
goals] that it would make sense to work together. Now correct me if I'm
wrong, but you are currently missing out on [put a value to their goal], which
is a direct opportunity cost to you - right? Awesome, now I know you’re
making the right decision for your business, you have to trust me on this
one - and on top of that we also have a guarantee on the chance that I am
wrong. So again, with that being said - would you want to do debit or credit?

Pray about it

Credit / debit?

Sorry I need to pray about this

You need to pray about it? yeah I can appreciate that, 100%. Now question
for you, have you ever prayed about this problem before hopping on this
call? If you were to put me on hold and say a prayer right now (which by the
way I don't mind at all), do you think you’d get a go ahead on [making an
extra $x for your business / achieve goal]?

Cool then lets get you rolling. Did you want to use debit or credit?

Just want to make sure we’re not wasting money

Them: “We just want to make sure we’re not throwing away good money
into something that won’t possibly work or whatever.”

Us: “Interesting you say that. Is there any reason why a part of you thinks
that what we walked through today wouldn’t work for you?”

Get them to agree it would work for them (”So then you’d agree that this
could work for you?”)

Us: Beautiful. Like I said, I know you’re making the right move for your
business. So with that being said, did you want to do debit / credit
(biweekly payments or pay in full)

Can you send me an agreement to look over?

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 Them: “Can you send me an agreement or something in writing to look
over?”

Us: “You want me to send you an agreement? Absolutely, it’s standard

practice for us. Now, [name] let’s say I send you the agreement and
everything I’ve said here today is legitimate. What would happen next?
Would we be joining your team to help you [fix problem]?

questions to ask

do you think that you can sell at least 4 of these 12 appointments?

If not, why?

After The Call

Notion
📌
Finish Loom Recording

Move Recording To “Sales Calls”

Rename The Recording

[outcome] Client Name - Date

Add The Recording Link To Notion

Go High Level

Add A Note Inside The CRM Card Outlining The Call

Add The Recording Inside That Note

Adjust The Client's Properties (If Needed)

Cash Collected (If any payments were made)

Package Cost (if you closed the deal)

Move To The Correct Pipeline Stage

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