If you’re here, it means you’ve mastered the marketing phase in your business, and already have a pool of potential clients scheduled for calls with you!
Basically, you’re ready to close more sales!
Congratulations on getting to this point because I know what it took to get here.
After rockin’ it in sales for 15+ years, receiving numerous Presidents Club awards and being in the top 2% for almost every sales role I had… then going on to create my own authentic sales training business, and working with cutting-edge and innovative multi-millionaires, I’ve learned a few things about what works in Sales and what doesn’t.
One of the crucial components to successfully closing sales is having a Sales Script.
Having a template or sales script to follow during your sales conversations is one of the foundational elements that will improve your effectiveness in sales.
For coaches, these conversations may be referred to as:
- Discovery Call
- Breakthrough Call
- Complimentary Coaching Consultation
- Transformational Call
- Strategy Session
… and so on.
Regardless of what you call it, this conversation is to see if you can help the potential client, and if you both are a good fit to work together. If you believe you are a good fit, your job is to close the sale and enroll them as a client.
So, why else is it beneficial to have a sales script?
It allows you to have peace of mind during the sales conversation just in case you freeze or your mind goes blank (hey, it happens to the best of us).
It also allows you to lead the conversation from an authoritative place so that it shows your potential client you are the expert. This is when they begin to see you as their coach and notice that you’re the key to helping them solve their problem.
I’ve worked with multiple 7-Figure coaches that have spent millions of dollars perfecting their sales script, and after years of seeing the best of the best of what’s out there, I found the golden thread of similarities in dozens of sales scripts! So, if you’re ready to create YOUR very own Authentic Sales Script, follow my sales script template below.
Sales Script Step #1 – Heart-Centered Connecting
This is crucial to closing the sale! First impressions are everything.
90% of what determines how a sales call will go depends on your mindset, meaning how you are feeling, what you’re thinking, and the energy behind your words.
The client can feel that, which is why it’s so important to have a powerful pre-call strategy in place, so you are feeling great and ready for the call.
During this first step, the goal is to relate to them and build rapport.
This is where they start to Know, Like & Trust you, and begin to see you as their coach.
In my 4 week Shift Your Sales Group Coaching Program, we dive deeper into:
- specific things you can ask and say
- transitional statements
- done-for-you templates to utilize
- And so much more!
… so you can quickly and naturally develop rapport with your ideal client and swiftly move to the next step!
*** Before we jump to Step #2, know that Steps #2 and #3 can be switched in order. Ideally, you have more background info on this prospective client, and have pre-qualified them before going into the call. Depending on that, you can choose which step to move to after Step #1.
Sales Script Step #2- Goals, Vision, & Dreams
Now that you’re on the same page and jiving with each other, the next step is to jump into their Goals, Vision, and Dreams.
This will help them open up to you even more because people enjoy talking about what they want and where they want to go.
You’ll want to start with their Goals and Vision and then move to their ideal Dream Future.
You can start by asking prompting questions like:
- What is your vision for this year?
- If you could accomplish any goal within the next few months, what would it be?
- What does success look like to you in business and life?
- What are some efforts you’re already putting in to achieve this dream?
If they’re struggling to visualize their dream future, use this as a laser coaching opportunity to help them visualize it.
The key is to not just talk logically about it, but get them to feeeeel in their body these Goals, Dreams and Ideal Future.
Sales Script Step #3- Identify the Problem/ Pain Points
This is the real reason they’re on the phone with you! They have a problem and they believe YOU can support them in moving through it and help them to achieve their goals.
This step is where a lot of sales calls are made or lost which is why it’s SO important.
During this part of your sales script you’re learning about their current situation, as well as what they believe is holding them back (aka their biggest challenges/ problems/ pain points).
Once you find a problem, you’ll dig deeper and see how that is impacting them in all areas of their life.
What’s really stopping them?
A very important question to ask is, “What is it costing you, right now, to deal with this problem?”.
Learn about why it’s important for them to solve this problem now!
This is where you’ll determine if they seem ready to do what it takes to move past these blocks to achieve their goals.
Sales Script Step #4– Focus on the Solution
By this point, both you and the prospective client have developed rapport, are connecting, and they feel you deeply understand them and what they are going through.
Additionally, you’re both clear on their problems/ pain points, and what it’s costing them staying stuck.
They most likely have already expressed interest in doing what it takes to move to the next step and achieve their goals!
Now, you’ll tie the benefits and features of your product/ program/ service into how your potential new client will get their desired results.
It will most likely sound something like this:
Based on everything you’ve shared with me, I have a recommendation that can support you in achieving your goal. Are you open to me laying out a mini plan for you? Here’s what I recommend for you: I recommend you step into my 4 week Shift Your Sales group coaching program and this is why…. And here is what we cover… the first thing we will do is support you with XYZ pain they have… etc.
Share the specifics of your offer including the overview, details and investment.
Sales Script Step #5- Inspire Action
This is where the magic happens and you talk about the next steps!
After you’ve shared your solution, as well as the investment, you may want to ask one of the following questions:
- What are your thoughts on the recommendation?
- How does that number feel to you?
- Does this plan seem doable to you?
It’s very important during this section of the sales script to be warm and at ease. You’ll want to genuinely listen, and seek to truly understand where they’re coming from.
After you ask the question you’ll get one of two answers:
- Everything looks great! Where do I sign up?
- Some sort of an excuse
Know that it is human default to come up with excuses why we can’t do something, so if this happens, don’t panic!
If objections come up (and you still genuinely believe they’re a good fit), this is your first opportunity to coach them.
Calmly walk them through their fears, blocks, or resistance.
At this point, you can assess the situation. If they’re ready to sign up, you can:
- Offer an incentive for them getting signed up RIGHT NOW, and take their credit card information.
- Offer an incentive for them getting signed up RIGHT NOW, and send them a link to a checkout page along with a coupon that expires in 30 minutes.
- Offer a 24 hour Fast Action Sign Up discount with a percentage off the price, and send them a link to a checkout page, as well as a coupon code.
Your job is to reflect on it, and see what feels most aligned with you.
And now that we’re talking about this, I’d love to hear your vibes on closing sales! In the comments below, share which incentive process sounds most aligned to you. Does taking their credit card on the call feel best… or sending a link with a discount coupon code? Let me know!
If you are following the steps and authentically connecting, your best shot at helping them change their life and enrolling is while you have them on the call.
TWO PRO TIPS for making this sales script Authentic to you:
PRO TIP #1- Understand your intention behind each section.
Think about the reason you ask specific questions in your script.
What are you really saying and why is it important?
For example, are you trying to uncover their pain/ problems and help them to see it as well?
Is the intention for them to have a profound moment where they realize the impact of what it’s costing them to not solve this problem?
Is it to see and visualize their dream future and help them to see that it is possible for them?
Knowing your intentions behind each part of your authentic sales script will greatly help you in closing more sales.
PRO TIP #2- Practice, practice, practice!
Read through your script so you internalize and embody what you are saying.
Your ideal client can tell when you’re struggling to find the right words or if you are just reading straight from the script.
Your goal is to know your intentions for each section of the script without looking.
This will help you to confidently interact with your potential client, deeply listen to them, assert yourself as the expert, and make the impact you are meant to make.
There you have it, Coach! Now you know the 5 Sales Script Steps that will help you to close more sales and make a bigger difference in the world through your coaching business!
If you want to go deeper on this topic, I want to share a resource I created called Shift Your Sales. This is a group coaching program that will support you in organizing, prepping, practicing, and mastering an authentic enrollment process that’s 100% unique to you and your brand.
So, if you’ve had a bunch of discovery calls but you’re not seeing the conversions you’d like, then I invite you to click the picture below to learn more and sign up (or get on the waitlist) now!
Lastly, if this blog was just what you needed, please let me know by sharing it with your entrepreneur friends!
Until next time, keep selling authentically!