HIGH TICKET PHONE SCRIPT

1. GET RAPPORT:

THIS IS WHERE YOU JUST DO SMALL TALK. ASK

WHERE THEY'RE FROM. ASK HOW THEIR WEEK IS
GOING. FIND SOMETHING YOU CAN CONNECT
WITH. 1 MINUTE OR LESS.

Hey (their name)! Can you hear my voice clearly?

Cool! How’s your day going so far?
Where are you from by the way?
 Nice! Never been there before, anything unique about
there you can tell me?
Awesome :) So are you ready for our call? Did you do the homework?

Before setting expectations give direction.

So Name, Let me now give you a breakdown of what to

expect with this call.

2.SET EXPECTATIONS:

TELL THEM EXACTLY HOW THE CALL WILL GO

AND LET THEM KNOW THAT IF YOU CAN HELP
THEM, YOU'LL TELL THEM HOW YOUR PROGRAM
WORKS AND THEY CAN DECIDE IF THEY WANT TO
BE A PART OF IT OR NOT.
 These calls are really simple, I’m just going to ask you some
questions and find out what things you need help with. And if it
sounds like I can help you fix those problems, then I’ll explain
what I have to offer and if it seems like we’re a good fit, you can
then decide to be a part of it or not. Sounds good.

Note: Match their tone of voice*

3.IDENTIFY DECISION MAKER:

FIND OUT IF THEY ARE THE PERSON WHO’S

GOING TO BE ABLE TO PAY FOR YOUR PROGRAM
WHEN THE TIME COMES ON THIS CALL.

So (their name), Is there someone else you talk to before

making decisions, or do you make your own decisions?
4.FIND MAIN REASON:

FIND THE PRIMARY REASON THEY ARE ON THE

CALL AND WHAT THEY NEED HELP WITH.

So let’s jump to our million-dollar question.

So what motivated you to book a call with me?
What do you need my help with specifically? (If they tell many
things) Okay, so what would you say among all of that would be
the main source of the problem that you would really need
help with?
(To go a little dip)What do you mean by that?
So the MAIN thing you want our help with specifically is (main
reason), is that right?

5.DIG DEEPER:

TAKE WHAT THEY NEED HELP WITH SPECIFICALLY

AND DIG DEEPER INTO IT. FIND THE WHY BEHIND
THEIR WHAT.
Why do you think you’re having trouble with this?
What do you mean by that specifically by _____?
Can you elaborate? (Don’t ask if they already are deep)
Why do you think that didn’t work?
What do you feel like if you had this in a program that would be
something that would give you a 100% result and turn your
passion into a whole business?

The 4 assets you need to collect:

Okay so tell me if I got this right…
Your main problem is (main problem), and you’ve tried (old
ways) to fix it, but that didn’t work because (reasons), and
you’ve been trying to figure this out for (time) but nothing
has worked, is that right?
(You can ask about the client’s program) - Is there any step-
by-step process you take your client through in your
program?
It seems like you are an expert at what you are doing, then
why do you think you are not making the money?
6.IDENTIFY CURRENT SITUATION:

IF YOU DIDN’T ALREADY GET THEIR CURRENT

SITUATION FROM THE PREVIOUS QUESTIONS,
FIND OUT WHAT THEIR CURRENT
CIRCUMSTANCES ARE SO YOU KNOW HOW TO
CUSTOMIZE THE OFFER TO THEM LATER ON.

You want to make it a full game and I want to be honest with

you as we want to build a long time relation not a short time so
building a coaching business is difficult you will have to go
through a lot of ups and downs so why do you want to change
your existing business because you can just continue and make
a lot of money then why?
Have you already __________? Eg. You already have an offer right
now? Can you tell me more about is 1:1 or group
Do you have __________? Eg. And you're still delivering right
now?
What are your results with __________ so far? Eg. So how many
sales calls have you done in the (time they have been working)
 Have you invested in coaching or programs before for this? (If
not given an answer before or told)
- IF NO: So this must be exciting! Doing something new like this… :)
- IF YES: How’d that go? How much did you pay? Why didn’t that
work?

7.EXTRACT PAIN POINTS:

THE POINT OF THIS IS TO GET THEM TO ADMIT

HOW PAINFUL THEIR CURRENT SITUATION IS AND
FOR THEM TO THINK ABOUT IT AS THEY'RE
TALKING TO YOU. YOU WANT TO FIND ALL THE
NEGATIVE IMPACTS THEY’RE HAVING FROM
THEIR CURRENT SITUATION.

So (their name) let me ask you this, why do you want to change
what you’re already doing? Are you not happy with your
progress so far from everything you’ve done?
(If she says she is happy then ask: If you are happy with what
you are currently doing then why do you continue with that?)
 What’s bothering you the MOST about your situation right
now? (If they don’t go deep then say What do you mean by
that? -> You sound like a smart person then why you were not
able to get to your goal? {then just plant a seed then move on})
- (Get them to marinate themselves in their own problems and
misery so they admit they need help later on the call)

8.RESTATE THEIR CURRENT SITUATION:

MAKE SURE THEY FEEL YOU’RE LISTENING AND

ALSO CONFIRM WITH THEM THE POINTS YOU’VE
GOTTEN SO FAR ABOUT THEIR SITUATION.
Alright (their name), so far I understand that you’re currently at
(current situation) and you need help with (main problem), you’ve
tried (old ways) but it hasn’t worked, you’ve been at this for (time)
and you just want to finally fix it because you’re tired of (pain
points), is that right?
9.IDENTIFY DESIRED SITUATION:

THIS IS WHERE YOU FIND OUT WHAT THEY WANT

FROM WORKING WITH YOU WHILE ALSO
FILTERING OUT UNREALISTIC PROSPECTS OR RED
FLAGS.

Ok (their name), so I understand where you are right now, but

where do you want to be? Imagine a year from now what would
your monthly income have to be for you to be happy that you
joined the program today?
WHY: Awesome! And is there a specific reason why you want
(desired situation)? Like what can you do with (desired
situation) that you can’t with (current situation) right now?
How will (desired situation) change everything for you?
Okay, so far you’ve told me things that will happen in the
future which is awesome, but is there anything negatively
affecting your life right now as we speak that (desired
situation) could solve? Or are you comfortable with where
 you’re at?
Hold on.. What happens if you don’t change & you are in the
same situation for the next 3 years.. What.. What happens
then?
So you’re saying that you have reached a point where it is a
time for a change for right now?

10.GET A CONFESSION:

NOW YOU WANT THEM TO ADMIT THEY NEED

HELP.

BTW, thanks for opening up and letting me know so much about

your situation.
Alright (their name), so what you’re saying is, you’re at (current
situation) and you want to get to (desired situation) because
(their why), Is that right?
Okay, Got it.
Then wait 5 seconds to give them a chance to spill more
beans.
 So out of curiosity, what’s stopping you from getting to
(desired situation) all on your own, WITHOUT any help?
If they say: Nothing!
Ok… So why did you book a call? Why haven’t you done it yet?

One of the 3 confessions you want from them:

- They DON’T know-how and can’t do it alone.
- They DO know how but want to do it faster.
- They DO know how but they want guidance from someone
who’s done it to make sure they’re doing it right.

11.SECURE COMMITMENT:

DO NOT MOVE FORWARD UNTIL THEY COMMIT TO

STARTING NOW AND IF THEY TRULY WANT TO DO
THIS OR NOT. MOST PEOPLE WILL EVENTUALLY
COMMIT.
 Okay so when do you want to fix all of this?

Okay, so price aside before we discuss that, I just want to know,

is this something you want to do? Based on everything you’ve
seen so far and that we’ve talked about, do you think that we
can help you fix this?
Okay, so I think I've heard what I need to hear, and I think we
can help you with this. Would you like me to share what we do?

12.CUSTOMIZE OFFER:

NOW YOU WANT TO CUSTOMIZE THE OFFER TO

THEM. IF YOU'VE BEEN LISTENING TO THIS
WHOLE TIME, THEN YOU WILL KNOW EXACTLY
HOW TO CUSTOMIZE THE OFFER.

Alright so, we work with (people in their situation) to get (their

desired situation), by (new way). Does that sound like a fit for
you?
We work with people to quit their 9-5 & help them make
$10k/m through building an Online Business.

In this we help you with - Biggest Problems

(ONLY IF THEY ASK) What they get by joining the program

And here’s how the program works… (Only spend a few minutes
telling them the breakdown of your program. DO NOT start
“selling” your program, just tell them what they get and why
it’s going to help)

So do you have any questions about the program and how it

works?

(WAIT FOR THEM TO ASK THEIR QUESTIONS - DO NOT START

“SELLING” THEM. Answer all questions that AREN’T about
price)
If you have any other questions let me know as I have all the
answers right here.
 (Give as little details as possible)

13.WAIT FOR PRICE QUESTION:

BY NOW THEY WILL JUST ASK ABOUT THE PRICE,

BUT IF THEY DON’T, KEEP ASKING THEM IF THEY
HAVE ANY QUESTIONS ABOUT THE PROGRAM.
EVENTUALLY, THEY WILL ASK ABOUT THE PRICE.
IF THEY DON’T, YOU CAN ASK IF THEY HAVE ANY
QUESTIONS ABOUT HOW TO JOIN THE PROGRAM.
NEVER SHARE THE PRICE UNTIL THEY ASK.

I just want to make sure I have everything covered, do you

have any more questions? Anything else about the program
you’d like to know?

1. If they don’t ask about price (rare)

2. Well, do you have any questions about how to get into the
program or the investment?
14.STATE INCENTIVE & PRICE:

THIS IS WHERE YOU REVEAL YOUR “REGULAR

PRICE” AND THEN GIVE THEM A DISCOUNT AND
BONUSES FOR JOINING ON THE CALL TODAY.

Awesome, so the investment for (program name) is $X, XXX,

however, over time we noticed that our best clients and the
ones who got the fastest results were the ones that made
decisions quickly and didn’t hesitate.

They were the ones that came in gung ho and were ready to go.
So for that reason, we offer something called a “Decision
Makers Discount” which means if you make a decision with us
on the call today, we can knock off $X, XXX for you so you only
pay $X, XXX (Discount should be only 30-40% off the initial
price you stated before)

(S-I-L-E-N-C-E)
15.SILENCE:

ONCE YOU HAVE STATED THE DISCOUNT, DO NOT

OPEN YOUR MOUTH. I DON'T CARE IF THE
BUILDING STARTS BURNING DOWN AROUND YOU,
YOU KEEP YOUR MOUTH CLOSED UNTIL THEY SAY
SOMETHING TO YOU FIRST. SOMETIMES THIS
WILL BE AS LONG AS 1 TO 2 MINUTES OF
SILENCE. YOU DO NOT SPEAK UNTIL THEY SPEAK.
IF YOU SPEAK FIRST, YOU WILL MOST LIKELY
LOSE THE SALE. DO NOT SPEAK. THIS IS THE
MOST IMPORTANT PART OF THIS PROCESS. SAY
NOTHING. UNTIL THE PROSPECT SAYS YES, NO,
OR GIVES AN OBJECTION.

Say NOTHING until the prospect says YES, NO or gives an

objection
IF THEY SAY: Do you take (type of credit card)?
Say yup, go ahead with the card number…
If they give an objection...
 Listen, question their false belief/tell how your program solves
that objection, state the truth, and go back to SILENCE.

16.TAKE PAYMENT:

YUP, GO AHEAD WITH THE CARD NUMBER…

WHAT’S THE CARD NUMBER?