How To Write A Closer Call Sales Script In 3 Steps To Scale Your Agency To $100k/month
I will show you how to write a solid sales script. I break it down into 3 parts:
1. Framing
The script is the most important in this very first part of the call. Early in the call you literally read the script out loud. This first phase is about setting the ground rules that will set the pace for the entire call. You should talk for 80% of the time during this phase of the call and the prospect for 20% of the time. This first phase of the call should be short - up to 5 minutes. There are 6 frames you need to explain to your prospect.
2. Intel collection
Towards the middle of the call, the meeting becomes more conversational. As soon as the conversation starts you will start following general bullets instead of reading the scripts. Don’t read from the script nor show any presentation at this point of the call. Build the connection through natural conversation. This is the longest phase of the call that last around 45 minutes. During this phase of the call, your prospect should talk for 80% of the time and you should talk for only 20% of the time.
The focus of this phase is to understand the problems and the desired outcomes of your prospect. Without the problem, there is no solution needed. If there is no solution needed, your service is purposeless.
Everything they will say in this phase need to be written down word by word in the CRM. Repeat what they said after they state something important to show that you are listening. You will also repeat it during the pitch phase.
Dig deep to understand the problem. Understand the current situation, why this is a problem, and what is the implication of this problem. Ask what would be the preferred situation and how could your solution help them.
3. Pitch & Close
This last part of the call should last around 30 minutes.
During this part of the call, you will talk for 80% of the time and the prospect for 20% of the time again. This means that the proportion switches back again.
During this phase, you will pitch your service as a bridge from where your prospect is right now to where they want to be. It’s essential that you have harvested (wrote down in your CRM) those pains and goals in the previous stage of the call.
Link to my Facebook: / dbhmatt
Link to the process framework: https://tribalmastermind.com/closer/
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