30-45 Minute Quantum Strategy Call

In a moment we will go to the script to use if you have someone who has booked in for a
strategy call/sales call/coaching call. You can use this script on the phone, zoom or in person.
The call usually goes between 20 min-45 min.

Other names for this script include clarity call/discovery call/laser call/breakthrough call.

PRE-CALL:

Step One: Set up to win

Open up an excel sheet or notes or a CRM to take

all call notes

Look them up on social if you can before hand, look

for interests & common friends/connections

Have payment gateway/portal open ready to take

payment and have your bank details ready for bank
transfer in case

Make sure you know all prices for all programs

Have a keynote/Google slides/PowerPoint sales

presentation that shows testimonials

Step Two: Know your outcome and get in a state of absolute certainty
Be prepared/anticipate the objections they may have, then get into a state of certainty. The
universe aligns with your outcome and intention.
Your Intent is to serve them at the highest level, have their best interests at heart and give
them the best possible result and solve the problem. Then close.
● Your intention is to solve their problem.
● Your outcome is for them to buy so you can serve them.
Get in a state of certainty and decide to only speak from the heart; holding non-judgement of
whatever they say. That’s how you connect with them.

LUKE HAWKINS
 The Quantum Strategy Call Script

DURING CALL:

Step Three: Greet & Establish Rapport

Match voice tone, speed, timbre (quality) and pitch.

Be in an upbeat energy.

● Build rapport

● Match and mirror voice

● Tonality

● Words

● Breathing

Step 4a: Ask questions for where they are now

Depending on the source of the lead you will have to adapt these questions. A lead could be
someone you know from you’re…
Personal Facebook page/instagram page/linked in page or
Webinar funnel or
Facebook messenger ad/ A strategy call ad etc.

If The Lead Came from your Personal Facebook Page/Instagram/Linked In

Ask questions about where they are now and state the intention of the call if you like. You
must ask questions to gain trust and rapport first.
“How have you been? and/or
What have you been up to? and/or
How was your weekend? and/or
How’s your day been?” Etc.

If needed: You can say why you are calling so they are not surprised when you start selling
them if you like. 95% of the time they’ll say yes to this...
“Is it alright if I ask you some questions to find out how I could support you to achieve your
goals or any changes you’d like to make?”
(If the person is seeking business help Go to step 4b)
(If the person is seeking personal help Go to step 5)

Step Five: Where do they want to be?

Ask questions about where they want to be (goals/vision/desired results):

Note: Find out specific things that you know our program can help them with.

LUKE HAWKINS
 ● “Where do you want to be?” “Can you give me an idea of what goals you have for
the next 6 to 12 months?”

● “What is your vision you’d like to see come to life?”

● “What is your income goal?”

● “Anything else you want to change or see happen?”

Step Six: Find their needs/problems/challenges

● Say this with Certainty: “What would you say is the biggest challenge or block
that has held you back from having what you want or feeling what you want up
until now?” or “What are the negative or limiting thought patterns that you’d
like to clear out that has prevented you having what you want?”

For each problem/challenge ask:

Follow up Q. 1: “How long have you had this/experienced this for?”
Follow up Q. 2: “Where has this played out in your life/business? What's an
example of this?”

Find the cost of each problem/block/challenge Optional (recommended):

“If we had to assign a cost to _________(name of challenge/block/problem) in your life
or business, this is important so can measure the value of how we can help, how
much would we say is the financial cost per month or per year for this?

Repeat step 6 for every block/challenge/problem they have. Preframe they need to be honest
with you if needed.

After you think you have all the challenges/blocks/problems to make a decision), Ask:
“Is there anything else that would need to be cleared out or see change to get your goals?”

 If needed, tell them your own personal story that you feel would relate to
them so you connect and relate to them deeper to build more trust. Put in the
epiphanies you had that are the same epiphanies you want them to have so
they decide to work with you! E.g. “I realized if i kept doing what I have
always done, I would have what i have always had”

Note:
Find the emotional and or financial cost to these problems
Chunk down to get details of each problem/block/challenge (listen 80%, talk 20%)
Find all the problems your product/service solves

Build Social proof (Recommended)

Then share a story(stories) of past clients you have helped with similar problems and what
their results were that are similar to the desired results that your prospect wants. This builds
certainty and trust in you!

LUKE HAWKINS
Prequalify them for the sale if you think they are not showing enough hunger or
motivation to change:
How important is it to you that you succeed/get the result and transformation you’re
after?
Why do you want this?
Is this a must for you?
And how committed are you on a scale of 0-10 , 10 being totally committed to get your
goal/outcome?

If less than a 10: why aren’t you a ____? (say one number less than what they said)

Then say: ‘what do you need to know to be a 10? (This usually brings up their self
doubt or they don't want it enough. So address this)

Step Seven: Link the need to your product/service

As soon as...
They have seen enough value or
You can hear in their voice they are ready to know about your product/service and/or
You know they have the belief that this works

Then talk about the details of your program. Based on their problems, only talk about the
details they need to know for them to make a decision (while still sharing anything you know
is important for them to know). Talk about...

● When it is - “do those dates work for you?” then I say...

● What it involves

● How it can help with the problems they mentioned

● How is it delivered (online or live)

● If it is a course or program: How long does it go for?

Step 8 - Close:

1. If selling all a live course or online course (skip if you are not):

a. “Are you right to get those days/times off? Is there anything that would stop
you from getting those days/times free?”

2. Go through payment options:

“In terms of commitment wise, the investment is $______ up front or an investment plan
for $______ with a $______ deposit. Which one would you prefer?”

LUKE HAWKINS
 i. Either they will be sold or you will have to reframe and use metaphors
or they might be adamant on getting an email with the details.
Always do everything you can to overcome the objection before
agreeing to send an email or let them think about it.

ii. Handling all objectives is crucial before the close, which we will cover
in the next section.

(If the person has an objection or wants to think about it, Go to “handling objections
process” section)

Step 9: Ask for referral and/or more business/social media celebration

Ask them if they know anyone who could benefit from what you do and ask if it's okay if you
celebrate them on social media for joining the family of clients you serve and support. This
helps gain momentum as well.

Handling Objections Process

The ‘All objections’ Crusher

Use this for any objection you get.

Examples of types of objections you could hear are:

I want to think about it
I want to ask my partner
I need to check my finances
I dont have the money
I dont have the time
I don't think it will work
Etc etc

“Okay let’s go through what I call the 3 P’s and I think this will give you the clarity
you’re looking for.

1. Product: The first one is the product. What do you think of the product? Do you
believe it will work for you or you are not sure? (Usually if they haven't bought
they are not sure). Tell them a story of how you didnt think how it would work for
you and then it did. Tell them the science of how it works AND/OR show them more
details of the program of what you sell. Tell them the steps of how specifically it will
work for them. Tell them if they don't believe it works it's not because it doesn work,
it's because of their own self doubt. And they are filtering your program through that.
They are filtering you through past experiences. Tell them that. And say a metaphor
of how the last car that broke down is not always going to be the new one. Tell them
this is how we sabotage ourselves. The car works, you just have to step in and drive it.
Then only once you have got them to a place of total certainty it would move onto the
second P (price).

LUKE HAWKINS
2. Price: The second one is price. What do you think of the price? Do you believe
it’s worth the investment or you are not sure? (Usually if they haven't bought they
are not sure)
Go into the negative consequences of what it is costing them in all areas of life if they
dont change (i.e relationships, job/business, finances, emotionally, health, family,
etc.) Then go into the future consequences 2-10 years from now what will happen if
they dont change. Then knowing these consequences , is this investment if it works
worth it?

Ask them again if they are committed to change? As on a scale of 1-10 questions.

Then only once you have got them to a place of total certainty it would move onto the
second P (price).

3. Person: The third one is a person. Now you have to trust 2 people for you to succeed
with this, yourself and me. I have spent this time with you now, we have gone over all
your challenges and exactly what we need to do to change. What do you think of us
being a team together on this, me being in your corner and us working together?

Note if trust is low say the following:

Sometimes we struggle trusting other people not because you can't trust them but
because we are low in trusting ourselves. And there's only 2 main reasons for this.
Either that we tell ourselves so many times we are going to do something we don't
follow through so we don't trust our own word to ourselves or we have had our trust
broken in the past. Which one do you think it is for you? Or is it both? If it's the first
reason then you change that by deciding not tomorrow i am going to no longer be that
person but now. All change happens in the now. That was yesterday, I am not being
this person anymore. I Know the consequences of that person. So I am going to bury
them and start today and rebirth myself as the person I know I can be and am meant to
be. And that's the decision I am making now. And now with me, I am not your last
broken relationship. You know you can trust me because number 1 I care, and I only
get fulfillment from one thing, and that's your results. And I have your best interests at
heart and I am fully committed to that, and that's why I am here with you now. Sound
good?

Okay great! So you know the product is right, you know the price is worth it and
you're committed, and you know we’re in this together. So we’re ready!

Get payment/card details and get agreement signed and set them up.

LUKE HAWKINS