Sales Script

This program is written for Scaling With Systems team members and clients only. Sharing,
reselling, duplication, without written permission from Scaling With Systems is strictly prohibited.

Pre-Call Ritual:

Before the call is taken make sure these steps are completed:
● Prospect has confirmed their attendance, been prequalified, and consumed some
content.
● You’re well rested in a quiet room with no distractions, you have their application in front
of you.
● You have a notepad and a pencil or your CRM open so that you can take notes.
● Remind yourself of the power of silence and get in state for the call.
● Show up right on time for the Zoom meeting or call the prospect right on time.

No-Show:

Call twice and leave a voicemail, wait 5-minutes for a response.

Mark them as a “Demonstration No-Show” in CRM, hit back up daily with automation and
manual followup.

Start Introduction, Set the Pace and Get Control

Hey (name), how are you doing today?

Great, is now still the best time for our call?

(Might not need to be asked if appointment is confirmed and they seem ready, best to ask this if
they sound busy. If ready, skip to next section.)

I want to let you know real quick this is a recorded line, so if that’s okay please give me a ‘yes’
and if not just say so and I’ll call you back on an unrecorded line.

Awesome, well if you’d like we can jump right down into things?

(Wait for them to say “yes.” This is a micro-yes/commitment, the first of many “yes’s” to come.)

Great, how this call will go is I will start of by asking you some questions about your business
and the application I have in front of me here. We’re trying to get a better understanding of you,
your business, your current situation, and where you’re trying to go.

Then if it sounds like there are some ways we can help and it’s a good fit I’ll ask your permission
to explain how our system works and what we could do for you. We don’t have anything up our
sleeves and we are about as open as it get so we encourage questions.

At the end of the call you can make a decision if we’re going to work together or not, sound
good?

(Wait for another “yes”.)

Setting Intentions

Great, the only other thing that we cover here at the beginning of all our appointments is we just
take a quick second to talk about how our calls usually wrap up.

If things sound good, make sense, and you see the benefit and value, we’d like to set a path
forward working together.

This means at the end of the call we will simply be looking for a “yes” or a “no.”
(optional) - At the end of the call we determine that we want to move forward, I’m going to ask
for a $500 deposit. I like to say this just so there are no surprises when we get to that point.

What we don’t want is “let me think about it, do more research, talk to the business partners,
talk to the spouse, etc.”

I promise you nobodys feelings will be hurt and it respects both of our time. Does that sound
fair?

(Wait for them to agree to that or to object here.)

**If they agree/don’t provide any friction, continue. If they are objecting here, good let’s handle
those now. Handling early is better than late**

(Re)Qualification

Excellent, so where is it that you’re located?

(Quick casual rapport to lighten the mood after a tense frame)

(Inbound) How was it that you heard about us?

(Mark notes in CRM, skip if outbound.)

What was it about our company or content that made you want to jump on this call here?
(Listen closely, they will usually say something high-level here, don’t be afraid to dig in deep
here, usually takes 3-4 ‘whys’ before you get to the real problem.)

**A lot should naturally be shared as they talk about their business and why they booked. Listen
very closely and based on what is shared, select the most appropriate questions to continue
digging with from there. While doing this part be slow and methodical, don’t say ‘um’ or ‘like’ or
sound incoherent. Be slow and use pauses, write down notes throughout your digging. The
objective here is to identify all pain points, especially their largest pain point**

Current State
● What is your big claim for your company? Who do you help do what?
 ● What is the price of your offer? What is the pricing model?
● Do you have a team? How big is it? How is on it?
● How are you currently generating leads or traffic? How many leads a month are you
generating?
● Once you have someone who is interested, how are you turning them into a customer?
What is your closing percentage?
● How many new customers are you getting a month?
● Do you know what your average cost per lead is?
● Do you know what your average cost per appointment is?
● Do you know what your average cost to acquire a customer is?
● How long does it take to go from total stranger to paid customer? Does that process
occur without you?

(If they don’t know these numbers, and it’s most likely that they don't, that's good- gives you
leverage on the call as the sales rep. Use your pauses at moments where they don’t have an
answer, the silence allows them to kick themselves in the butt a little bit for not having it yet.
Before moving on, give them some praise for taking the right step by being on this call.)

(If they aren’t doing any prospecting, dig deep into why, almost like guilt tripping them. How long
has it been like that? How long do they intend on it to stay like that? Dig dig dig. It’s also nice to
ask about if they can handle more volume right now as far as potential new clients and then get
back into what their doing with that time instead of closing more business. They’re usually stuck
in fulfilment, data entry, clerical, admin work and never give the sales cash cow it’s attention
needed.)

Future State
● Where do you want to take this business in the next 3 months?
● How many leads should you be generating a month in the next 3 months?
● How many booked appointments should you be generating a month in the next 3
months?
● What should your cost to acquire a customer look like in the next 3 months?
● What’s your ideal new living situation or changes you’re looking for from success hitting
those numbers?
● Okay, great. And what is stopping you, in your own honest opinion, from hitting this goal
on your own?
● Okay, and how soon do you want to solve this problem? What happens if you don’t solve
this in that time frame?
 ● Okay, I know that some problems are more important than others. How committed to
solving this are you? Is this a threat level 1 or more of a backburner thing?

Finding Problems / Determining Decision Maker

● Okay, great. If your (main way they were getting appointments/leads) stops, would you
be able to still consistently keep your calendar full?
● And say if that (main way they were getting appointments/leads) never stops, what else
would you be looking to do next? Why?

(Optional, these questions should not be necessary with a proper frame)

● Hypothetically speaking, if we could help you hit your growth goal, are you able to afford
at least $5,000. Assuming, of course, we can actually move the needle for you?
● Again, hypothetically speaking, if we could actually solve a meaningful problem for you,
prove to you that we could deliver results, price it such that you get a strong return, and
eliminate any downside to working with us, would you be the person who ultimately
gives the green light? I only ask just so that I have a clear view of the decision making
process.

*If they are a good fit, move forward, if they aren’t kindly tell them so and end the call. You are
not doing anyone any favors by pitching unqualified people, that is how you start the death
spiral.*

Ackowledge Fit and Get Permission

Alright {Name}, based on what you told me, it does seem like you’d be a perfect fit here.

Now, before I go ahead and tell you everything about what we do here, can you tell me, based
on your own research so far, what is it you believe we do at Scaling with Systems in order to
best help out business owners like yourself?

(Listen closely, the level of detail they give here is a direct reflection of how well researched and
indoctrinated this lead is for you. If they’ve been checking out materials, they’re going to know a
decent amount of information on what we do here. If they aren’t that well researched, you’ll hear
it right at this point.)
Yeah you’re not too far off at all, do you mind if I explain to you exactly what our system looks
like?

(Wait for permission.)

Hook

So essentially, we help estate agents set 10-15 valuations per month without [what they said
they wanted, time, money, freedom, etc., get specific].

(We help high-ticket service based businesses scale to 7-figures in 6 months while retaining
50%+ profit margins.)

Prove You’ve Done It And Show Who You Are

Before I show you how I do want to be able to prove the claim I just made, so here are some
case studies.

[Case Study #1 | State One to State Two in Timeframe]

[Case Study #2 | State One to State Two in Timeframe]

[Case Study #3 | State One to State Two in Timeframe]

We’ve been able to do that because our company…

[Fact #1 about company or founder.]

[Fact #2 about company or founder.]

[Fact #3 about company or founder.]

Introduction Of Mechanism
[Part #1 | Show how it works (features), benefits, transformation, and proof.]

[Part #2 | Show how it works (features), benefits, transformation, and proof.]

[Part #3 | Show how it works (features), benefits, transformation, and proof.]

(Everyone will have different mechanism and features here, just remember the training on it. It’s
okay to go in depth here on the benefits, transformation, and proof for each step, don’t go too
deep on the features, they don’t care.)

(Use confirmations during this process, “do you see how ‘Part #2’ can help you get to
[Transformation] a lot faster?”)

Temperature Check

So [Name], does all of this make sense to you so far? Do you understand how [Mechanism]

gets you [Transformation]? How do you see yourself using it?

(Get confirmation they can see how this mechanism delivers the transformation, clarify any
confusion but don’t get too detailed.)

Anchoring

Fantastic, let’s talk about some options you have at this point.

[Alternative #1 | Price and problems,]

[Alternative #2 | Price and problems,]

[Alternative #3 | Price and problems,]

(If you were to pay a digital marketing company on your own it would be $5k/month for 12
months and they’re going to use the same cookie-cutter messaging as all their other clients.)
Value Stacking

Not only that, but what you would get by moving forward with us today is…

[Feature, benefit, and perceived value #1.]

[Feature, benefit, and perceived value #2.]

[Feature, benefit, and perceived value #3.]

(Our copy and paste sales funnel that has generated over $5M in sales, easily worth $20k.)

All of this together is worth over $50k, still less than what your other options are, but today your
investment is only $12,000.

(Pause and be silent. Wait for them to react or reply, could be words or a sigh. Wait to gauge
how they feel about this number. If its an ‘okay’, continue and push forward with close. If they
give resistance give more social proof.)

(If they close here as them how they want to move forward and collect payment.)

Social Proof and Expectation Setting

Now I want to really quickly reiterate some additional case studies of clients exactly like you who
said yes on this call…
[Case Study #1 | State One to State Two in Timeframe]

[Case Study #2 | State One to State Two in Timeframe]

[Case Study #3 | State One to State Two in Timeframe]

Next Steps
And so that we’re both on the same page here these would be our exact next steps if we moved
forward today.

[Step #1 | Explain why it’s necessary, the benefits, and handle common objections.]

[Step #2 | Explain why it’s necessary, the benefits, and handle common objections.]

[Step #3 | Explain why it’s necessary, the benefits, and handle common objections.]

(Look for confirmation that they understand what is required from them and how it ties into the
transformation.)

Going For The Close

So [FirstName], now that you can clearly see that we can get you to [Transformation], what do
you say, can we do some business together?

(Likely they won’t close here still, get ready for looping, if they do agree collect payment and
start onboarding.)

Loop #1 (Incentive Based Pricing)

I get where you’re coming from [FirstName], really I do.

Before I continue I want to make sure the issue is not with our system, do you understand how
our system can get you to [Transformation]?

Great, the main concern we get then is usually on price.

As I stated earlier, if you went for another option here it would cost you $50,000 and all of our
features stacked up are still worth $20,000, but our investment is only $12,000.

That being said I know this is a great fit and I do want to help you achieve [Transformation] so
what I’m willing to offer is what we like to call ‘Incentive Based Pricing’ which pretty much means
that if we move forward on this call together I can drop the price down to $7,500.

You’ll still get [Feature and benefit #1], [Feature and benefit #2], and [Feature and benefit #3]
but with a $4,500 discount.

What do you say does that sound fair?

Loop #2 (Guarantee)

I’ve heard that before, I wonder is the issue in the price or is it one with trust?

I know this space is full of people who overpromise and underdeliver, I’ve been burned a few
times myself.

That’s why we of course offer a full, 90 day, 100% money-back guarantee if we’re unable to
deliver this [Transformation] to you.

Not only that [FirstName], but because I’m so sure and I want to move forward with you today, if
you say “yes” what I’ll do is personally write you a check for $500 for wasting your time if we
have to refund you. I’ll put it in writing before we get off the call.

So to reiterate, if you went to our competitors it would cost you $50,000 to get the same result.

All of our features individually are worth over $20,000.

The original investment amount was $12,000.

You’re already getting a $4,500 incentive based pricing discount bringing the investment to
$7,500.

Now if we move forward today I’m going to give you a full 90 day, 100% money-back guarantee
if we’re unable to deliver this [Transformation] to you and I’ll personally write you a check for
$500.
This still comes will full access to [Feature and benefit #1], [Feature and benefit #2], and
[Feature and benefit #3].

I honestly don’t know anyone else making these kinds of offers.

So what do you say [FirstName] can we get started on this now? I know this is the right fit for
you and at this point you have literally nothing to lose.

Loop #3 (Deposit)

Sure, we actually here that a lot on these calls.

To confirm I’m not wasting anyones time, it’s obvious to you how we can help you get
[Transformation]?

It’s crystal clear that [Feature #1] leads to [Benefit #1]?

That [Feature #2] leads to [Benefit #2]?

And you can see how [Feature #3] leads to [Benefit #3]?

Great, also you would agree that even if we could get you half of [Transformation] it would be
worth your already discounted price of $7,500?
And you do understand that there is virtually zero-risk here, at the best we totally transform your
life and at the worst you get all your money back and an additional $500?

Fantastic, then you may just still not know enough about us, would you say that’s an obstacle
here?

Okay, let me go through some quick facts about our company:

Our founder was actually in the same situation you’re in about a year ago.

We’ve worked with over 800 clients exactly like you and have collectively generated
$10,000,000 in revenue over the past two years.

Some of our most notable clients include Kevin Harrington and Fortune 1000 CEOs.

We have over 600 video testimonials of happy clients who said yes on this call right here.

So, what do you say, should we get this bad boy started? You’re going to have your own coach
and my personal phone number so you can get ahold of someone anytime you feel stuck.

(Wait for close, if it still doesn’t happen we need to collect a deposit to get a small commitment
from them and finalzie the trust-building process with them.)

Okay [FirstName], it’s clear to me that you need to do a little more research on your end before
you can move forward, although this is a once in a lifetime offer I do respect that.

What I want to do is secure these specialized terms we’ve discussed on the call and collect a
deposit from you.

This is $500, it will be totally refundable and we’ll set a call for next week at this exact same
time. On that call you just let me know if we’re moving forward or not, if you are we’ll get you
onboarded immediately, if not I’ll send you the refund same day.

This is a small-ask on our end since we are offering so much that we normally don’t. That way if
you decide to move forward you’ll still get your incentive based pricing and your money-back
guarantee.

Does that seem fair to you? It allows us both to show commitment in this relationship and in
between now and our next call I’ll be sending you further resources and referrals you can speak
directly to.

(If ‘yes’ then collect deposit and send homework / referrals. If ‘no’ then attempt to continue to
loop until they either ‘buy or cry’.)

Additional Loops
Access to limited features, payment plans, bonuses, downsell, or free trials.

Common Objections

I don’t make decisions this quickly.

I totally get and respect that, which is why we have the deposit, I want you to think it over and
get everyone on board, what do you say should we get the deposit in?

I’ll get back to you. / Send me more information. / Let me talk with my (wife, team, etc.).

Sure, not a problem. In order for us to prevent wasting anyones time all we would need is just a
refundable deposit to secure everything we’ve said today. This way we don’t have to get on
another call that will be another hour and get to the same conclusion and we can just
immediately get started delivering your results.

Frequently Asked Questions

(Fill this section up with the common questions you get during the call. Don’t skimp on this
section here, get detailed and keep a thorough record. Will be helpful when you start to scale
with sales reps in the future.)

Prospect Closes: Deposit

Sounds excellent, we are so excited to get potentially get working with you.

I’ve really had an incredible time speaking with you on the call here and once I collect your
deposit I’m going to send you an immediate email with some referrals for you to call and some
other content to help you make your decision over the next few days.

Please don’t hesitate to reach out to me and ask any additional questions you may have.

How do you want to possess the deposit, Visa, Mastercard, or American Express?
Excellent and right before I run this I want to confirm everything you’re getting today.

(Go through offer again on a high-level, terms, and agreements.)

Sound good, looks like the card went through, I’m about to send you this followup email and
then I’m going to send a calendar invite for our next call next week at 4pm.

Thanks so much for your time and looking forward to speaking again soon.

(Make sure to send a detailed followup email, you can use templates to do much of the heavy
lifting, but you want to keep it personalized for their situation. Send curated content, case
studies, and referrals for them to call. Stay in touch with them daily until your call.)

Prospect Closes: Confirm Offer + Information

Fantastic, we are so excited to get started working with you.

I’ve really had an incredible time speaking with you on the call here and I can’t wait for you to
see these results.

I bet I get a text in 24 hours from you telling me how blown away you are by our program.

How do you want to process payment, Visa, Mastercard, or American Express?

Excellent and right before I run this I want to confirm everything you’re getting today.

(Go through offer again on a high-level, terms, and agreements.)

Sound good, looks like the card went through, I’m going to send you a proposal as soon as we
get off the call, this will just put into writing everything we discussed today.

As soon as you get it if you’ll sign it you will get instant access to your onboarding form.
(Go through rest of onboarding process here, this will help them cement next steps. The time
between when they pay and their next contact from your company is crucial, that’s why our
customer success manager runs a ‘welcome call.’)