4 Question Sales Script (plus objection handlers)

Question #1: Fast forward 1 year, what’s changed with your [business / relationship / finances] that would blow you away and make you happy with your progress?
Details:

• ●  Dig deep here.

• ●  Ask 5-10 followup questions

• ●  Truly search for understanding of what they want life to look like

• ●  Use questions such as: “Oooo interesting. Tell me more”, “What else?”, “Why is that important?” and “What

  about X?”
  Objective: Be able to say back to them exactly what they want in a clear and compelling way. Time: 10-30 minutes.

  Question #2: What’s been standing in your way or holding you back from that? Details:

• ●  Use the “5 Deep Technique” here.

• ●  Ask why (or a variation) 3-5x.

• ●  Keep prodding until you get their REAL obstacle

• ●  Find 2-3 main obstacles.

• ●  You know you have the real obstacle when they take ownership of it

  Objective: Be able to say back to them exactly what they want in a clear and compelling way. Time: 3-5 minutes

  Question #3: What resources, talents, skills do you have to help you do that? Details:

• ●  Explore time, money, skills, tools and connections they might have

• ●  Make a list of them

• ●  Point to them “Oooo” and “Ahhh” genuinely about them

  Objective: identify the things they already have at their disposal that we can use to reach their goal. Time: 3-5 minutes

  Summarize: Say back to them everything they’ve just told you in a clear way. Details:

• ●  “You’ve told me that you want _____ because of ______.”

• ●  “And you haven’t got it because of _______ and _______.”

• ●  And it looks like you have all these resources __________ and ________”

• ●  “Is that right?”

  Objective: They feel like, for the first time, someone stopped and heard them, listened and said back to them in a more clear and compelling way what they desire than they’ve ever known. It should move them.
  Time: 1-2 minutes

  Question #4: Do you want me to help you?
  Objective: For them to say “yes” which gives you permission to present your offer to them as a way to solve their problem.

  Close: Show them your offer in their context

  Details:

• ●  Great. Here is how it works.

• ●  My fee is $_______. (share your fee structure in simplest form)

• ●  We’ll do that by ________. (share your simple 3 step process)

• ●  For that money you get __________. (share the 3-4 core pillars of your offer)

• ●  Would you like to pay with mastercard or VISA?

  Objective: For them to sign up by giving you their credit card information: Time: 5-10 minutes