THE ™

PERFECT SALES SCRIPT 2.0

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Ninja Recon > Mindset > Core Message

BEFORE
RECON
THE CALL

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Ninja Recon > Mindset > Core Message

PERFECT
ELEMENTS
MINDSET

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CORE MINDSET ELEMENTS
Apex Authority
Ownership/ Confidence/ Commitment

Precision
Pre-flight checklist / Surgeon / Bomb Squad

“Shortest Call Wins”

Time = The Ultimate Currency

Zero Solving Equation

False Confidence / Scratch the Itch

Value-Based Pricing and True Costs

The Expense Exercise / Cost of Inaction

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 Perfect Sales Script 2.0 Introduction
Main Elements
Frame/ Discover/ Problems / Prescription/ Application / Invitation

Checkpoints
Intent/ Urgency /Value /Confidence/ Desire

The “Call Funnel”

80/20 Rule / 100% Conversion Rate

Objection Crusher
3 Core Questions / 95% Ask Rule

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 THE PERFECT SALES SCRIPT 2.0 ®

Copyright 2020 The Fletcher Method

Use this proven framework to convert strategy sessions (free and paid), demos and sales calls into high paying clients on one call, without pressure
selling or wasting time with tire kickers!
STRESS-FREE SELLING®

FRAME DISCOVER PROBLEMS

Rapport - Ask location, situation (personal or business) and thank
prospect for taking the time and showing up…
Control - “This call will last exactly XX minutes. To ensure we
leave this call with 100% clarity, we’ll be moving quickly - I have a
very specific set of questions to ask to ensure we achieve our
goal for the call..
Goals - There are 2 goals of this session 1) to identify the exact
steps you should be taking to achieve [Exact Results] and 2)
decide if we can help you get there faster: Do you agree (Y / N)
Motivation - First off, tell me why you booked this call today?
Why us - why did you book this call with us specifically?
Product Roadmap Audit - How much did you make in your business last Struggles: What actions have you taken thus far to solve
month (primary currency)? this in the past (Courses, Coaching DFY, DIY)?
Whats your goal in 90 days? How much time and money have you spend trying to solve
PRODUCT ROADMAP AUDIT this?
[Note: Audit PROBLEMS against each step of your Product Roadmap -
What’s missing - why do you think you’re still stuck at
where they are now and where they want to be]
[Current State}?
7 8 9 Challenge - How much longer are you willing to deal with
this? If we weren’t on this call, how long would it take?
6 5 4
Costs - Why is it important to not stay where you are?
1 2 3 What is the cost of not solving this problem? (How is this
effecting their time, business, health, family?)

Value: If you were 100% confident you had the right

Intent: Are you currently looking for support with reaching Urgency: On a scale of 1-5, How committed to solving this
plan and support to reach { goal } in 90 days, how
your sales and marketing? (Y / N) right now?
much would you invest to solve this?…

PRESCRIPTION APPLICATION INVITATION

Permission - I hear the same struggles and goals from [Avatar] How it works - We have a unique program designed to help a specific Based on everything we’ve discussed, I’d like to invite
very often - and it sounds like you’re very serious about solving [Avatar] achieve a very specific result in X time. you to be our next client.
this now so you can [main goals and motivation]…Can I make a
few recommendations as to the steps you should me taking to [Note: It’s critical to focus on why our program is different against what (Shhhhhhhhh)
reach your goals?” they’ve tried and failed at! - DO NOT LIST deliverables.
Prescription - To achieve your goal of [90 days] There are three Qualifications - For most folks we talk to this is not a fit - we know exactly
core things you need to do to: (Your Signature Solution Steps in who we can help get consistent results…
MDM format!)…”
Accept Reject OBJECTIONS
• ___________________________________
• __________________ • __________________
• ___________________________________
• __________________ • __________________
• ___________________________________
• __________________ • __________________
Confidence: What’s your confidence level that if you did
Desire: Why do think working with us would produce better
these 3 things in 90 days you would reach____________?
results {Main Goal} than other things you’re tried?
(100%)
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Expectations > Qualification > Motivation

FRAME
PHASE

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Current > Future > Gaps

DISCOVER
PHASE

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Struggles > Steps > Seriousness

PROBLEMS
PHASE

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Permission > Prescription > Confidence

PRESCRIPTION
PHASE

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Transformation > Application > Confirmation

APPLICATION
PHASE

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Reservations > On-boarding

INVITATION
PHASE

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Confirm > Question > Continue

OBJECTION
MATRIX
CRUSHER

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The Objection Crusher

Main Elements
3 Core Questions: Clear, Confident, Committed

Process
Confirm/ Question/ Continue

Positioning
This is on them, not you/ Experts make recommendations / Fountain of youth

Optimization
Tweak the input to fix output / Practice!

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 OBJECTION CRUSHER
COMMON OBJECTIONS

CLEAR
The Difference
! ! ! ! ! ! !
CORE QUESTIONS

CONFIDENT
Your System
“‘Can I think about it “How do I know “I need to talk with my “Do you have another “Can I talk to someone
“How much is “That seams like a
Your Support
and call you back this will work for spouse/business program that isn’t who has gone through
Their Ability the program”? lot of money!”
COMITTED tomorrow” me?” partner…” quite so expensive” your program?
To take action
To making a change (early in process) (cost vs investment) (confidence) (confidence) (Framing Phase!) (confidence) (confidence)

“We have a few different “I understand - we “Yes. Delaying is “Great question. The “Yes we do. We have “You can. Who do
CONFIRM “Absolutely - of
options - it depends on may not be the always an option… answer is I don’t. I training courses. Is you think I would
course you can. It
your situation, business lowest price option know we have helped that what you’re refer you to? The
Clearly restate the might better for us to
model etc. After I learn in the market…” many people achieve looking for? Let me BEST 10% of our
question or concern meet together to
about your situation and the same outcomes ask you this: I know clients. I want to
transition to question ensure we’re all on
goals I’ll recommend the (x) but I am not yet you’re serious about ensure this is a
the same page…”
best option for you…” sure this would work taking your business good fit for YOU…”
for you…” to the next level…”

“Tell me, if we find a “Why does this seem 3 CORE QUESTIONS 3 CORE QUESTIONS 3 CORE QUESTIONS 3 CORE QUESTIONS
QUESTION
clear path to reach like a lot of money to
you…I know you’re “What exactly would “So if you had the “What is your
your goals at a price “Do you think more “What exactly are
Ask one or more committed to reaching need to happen knowledge and partner’s main
that makes sense, information or you looking for - or
probing questions your goal of (x) - do you tomorrow for you to systems and support concern with this
are you ready to courses will get you concerned with”
direct back to CORE think this will seem like move forward? How to achieve your decision?”
take action?” there or do you
QUESTIONS a lot of money then? long have you been goals, how confident believe working
How many clients would delaying reaching would you be this directly with (x)
you need for this to pay your goals this far? Is would work for you? would be much more
for itself? there something we
effective?
haven’t covered?…”
3 CORE QUESTIONS 3 CORE QUESTIONS

CONTINUE! “Ok great - Now,

“Ok then shouldn’t “Ok then shouldn’t “Ok then shouldn’t “Ok then shouldn’t “Ok then shouldn’t “Ok then shouldn’t
tell me about your
Confirm and we get started as we get started as we get started as we get started as we get started as we get started as
pricing and who
resume with next soon as possible…” soon as possible…” soon as possible…” soon as possible…” soon as possible…” soon as possible…”
you well to…”
step in the script
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Confirm > Question > Continue

STRATEGY
MODELS
SESSION

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ENROLLMENT
CALL MODELS
SINGLE CALL MODEL
1 2 3 4
Product price: $3-$10K
Good when leads are qualified
(ideally through application)

SCHEDULE
APPLICATION
CONFIRMATION/ “I want the highest quality
PAGE HOMEWORK
Consumes large amount of time appointments…”
30-50 Minute
FREE Session

FASTRACK MODEL

1 2 3 4
Product price: $3-$10K
Good when leads are less qualified

SCHEDULE CONFIRMATION/ 10-20 MINUTE “I need more appointments

Produces largest number of calls

Best for new products and

PAGE HOMEWORK FASTRACK CALL on my calendar…”
beginners “Live 30-50 Minute
Application” FREE Session

PAID ROADMAP MODEL

Product price: $10K+ 1 2 3 4
Great way to create sales FAST!

Creates a “bridge”" to higher “I want to convert more

SCHEDULE CONFIRMATION/ 10-20 MINUTE
ticket sales

PAGE HOMEWORK FASTRACK CALL

clients into high ticket
Great for agencies and service
providers
“Live 60-90 Minute offers…”
*Works for beginners to get Application” PAID Session
traction quickly….
Confirm > Question > Continue

FUNNEL
TOOL
CALCULATOR

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FUNNEL CALCULATOR NOTES:
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