JV Crum III | How to Script Sales Calls That Close

Step 1: Identify and understand your target audience/niche.

• Start wide and then narrow your focus – at least 3-4 levels deep. For example, if your niche is coaches and consultants, the next deeper level would be business coaches and consultants and a deeper level beyond that would be 6-figure business coaches and consultants, etc.

Step 2: Identify the top 3 problems your niche market faces.

• These problems should be problems your niche market is actively looking to solve and problems you’re confident you or your products/services can solve.

Step 3: Define your “Big WOW”.

• Outline the big result that you know how to deliver. Ensure it solves one or more of the top 3 problems you identified in the previous step.

Step 4: Use your “Big WOW” to name your consultative call.

• Don’t call your sales consultative call a “strategy session”. Take a piece of your “Big WOW” and use it to name your consultative call.
• Use the subtitle to make a big promise that you are comfortable with, yet confident you can achieve.

Step 5: Put yourself in a state, be real, and fully present.

• The quickest way to build rapport is to be present.

Step 6: Start the call and outline the agenda.

• Explain that there are 3 parts to the call.
  • Part 1 – Have them explain their current position.
  • Part 2 – Explain where they would like to be in one year.
  • Part 3 – Explore the gap between the two.
• Reiterate your goal is to deliver on your promised “Big WOW”.

Step 7: Have them explain their current position.

Use the 80/20 rule during the call, where you listen 80% of the time and speak 20% of the time.

Your job is to ask probing questions, not to be talking all the way through the call.

Find points of interest and ask them to “tell me more…”

Step 8: Have them explain where they would like to be at a future date.

Depending on your product/service, use a timeframe like 30, 60, 90 days or 1 year.

Step 9: Explore the gap between where they are and where they would like to be.

• You’re looking to find their pain, what’s missing and how do they feel about where they are today vs. where they want to be.
• Ask them to elaborate on “how they feel” about the gap.

Step 10: Closing the call.

• Ask if your client wants to discuss their options on how you can help them achieve the outcome they identified / where they want to be.
• Give them a promise or a guarantee. This promise that gives them a big result and a huge return on their investment, also removes their risk and puts the responsibility on you to deliver.

Step 11: Make the sale.

• Wherever possible, make the sale on the call.
  • Add bonuses or discounts to encourage them to buy today.
• For those who don’t buy during the call, have a specific follow up appointment set up for the next day.
  • Suggestion! Send them a Google invite that they can accept so it adds the appointment to their calendar.
• Don’t be afraid to discuss any objections.
  • “I find when people don’t move forward often times it’s because I failed to give them enough information or I failed to answer all their questions. So let’s just talk about it because I want you to make the right decision for you.”