Step 1 (Page 41) Focus Script 101

Question 1

1

Mr. Prospect
(wait to see if they are)

Answer 1

Hi Mr.Prospect, my name is Sean with
Swifthand Painting.

Thank you for inviting me to your home today.

Question 2

2

My information says

Answer 2

My information says I’m supposed to be meeting with you.. and Other Party. Is the Other Party available?

Hello OtherParty, I am Sean.
Which one of you spoke with the office?

Did they tell you what was going to do today?

Question 3

3

That’s right

Assuming we can help you

I’ll have lots

My Goal is

Answer 3

That’s right, my goal today is to focus on what you want to have done and what you need to have done…(sometimes those are different)

Assuming we can help you, I’ll take some pictures and measurements, and I’ll bring in some color samples.

We’ll sit down and I will explain the [prep & painting process and your Basic-Better-Best options.

I’ll have lots of before and after photos so you’ll know what it will look like when we’re done.

My Goal is to show you all your options and answer all your questions.

Question 4

4

If you like what you see

Answer 4

If you like what you see…I’ll provide you with an accurate written proposal of exactly what your investment will be, and that price will be good fora full year…

Question 5

5

If you feel confident that we’re the right fit

Answer 5

If you feel confident that we’re the right fit for your project, we can start the process.

And if you decide we’re not the best match, no hard feelings we’ll part as friends. Does that sound fair to you?

Question 6

6

I see the office confirmed

Answer 6

I see the office confirmed the 90 minutes. All we ask is that we have both of you with me for the entire time..easy enough? (wait for commitment)

If resistance: Let me set your mind at ease.. If we don’t need all the time, we won’t use it.

I certainly don’t want to rush you… and I want to make sure I answer all your questions, so we’re good on time? Great!

Question 7

7

Oh, by the way, I happen

Answer 7

Oh, by the way, I happen to have a list of our current promotions(tap clip board), looks like you may qualify for. . . .

but we’re… getting ahead of ourselves….

Tell you what…If you like what you see and you have a serious interest in Swifthand (with your right hand, touch your shirt logo) doing the work, if we get that far, I’ll make sure I explain how those work before I leave, fair enough?

Question 8

8

Great! Let’s get Started.

Answer 8

Mr. Prospect, can you show me what you are most concerned about or excited about?