Committing

Question 1

What the right way to handle Qs / concerns about your program?

Answer 1

[prospects asks Q]

Response: Good question - let’s dive into how the [area of Q / concern] works right now then. Real quick - I’m curious - about the [area of Q / concern] - did you ask me about that for a reason?

[prospect response]

==> Pace response

Answer question referring to prospect’s specific intention / Qs / response

Question 2

Clarifying Qs / concerns - list examples of diffusing language (list 7)

Answer 2

• Well, it depends
• Generally yes, but
• Generally no, but
• I’m not sure if I’m understanding your question… are you asking ___ or do you mean ___?
• Just to clarify your question here… you’re asking ___ or are you asking ___?
• That’s not something we do a lot of, but…
• Often times, yes - but…

Question 3

Clarifying Qs / concerns - list examples of clarifying questions (list 3)

Answer 3

• I’m curious, did you ask me that for a reason?
• When you say ___ what do you mean exactly? (how do you mean exactly?)
• I’m curious, are you asking that because of ___
  Etc

Question 4

What’s the script for “temp check?”

Answer 4

Just curious but in terms of the process specifically… how do you feel?

Question 5

What’s the script for the optional alignment if you get an uncertain answer and/or uncertain tonality at the “temp check”?

Answer 5

I hear ya and just to be totally clear… what’s really important to me is ALIGNMENT - when you come in and work with me, I’m rolling up the sleeves and getting in the trenches with you on this thing. I mean I’m ALL IN and fully invested in your outcome - so it’s really important to me that you feel GOOD about the process, know what I mean?

So just to be 100% clear.. On a scale of 1-10, 1 being “I hate this guy and just want to get off the phone” (use humour) and 10 being “that sounds like exactly what I need”, where do you feel like you fall exactly?

Question 6

Script when you get an 8 or below when you ask prospect to scale their level of certainty that the 3-step process is right for them?

Answer 6

“Gotcha, and I appreciate you being honest about that… just curious, what exactly do you think is keeping you from say being a 8, 9, or 10?”

Question 7

Script for “transition language” after prospect has passed the “temp check”?

Answer 7

(if necessary) Gotcha so you feel good, no questions… so what’s next? Where do you feel like you wanna go from here?

Question 8

Script for “onboarding” after prospect has asked something along the lines of “how do I get started”?

Answer 8

So you’ll process the investment with me… once we take care of that, all we need to do is schedule your first session to create your Self-Concept Optimisation Plan to see how quickly we can get you to WE.

Then from there we’re ready to rock and roll.

Does that sound good?